Property management business owner, do you have an assistant? We’ve talked before about how important it is to build a team around you and get support as an entrepreneur.
In today’s episode of the #DoorGrowShow, property management growth experts, Jason and Sarah Hull discuss why property management entrepreneurs need to hire an assistant for themselves.
[01:14] The Most Important Hire in Your PM Business
[02:41] How to Get a Really Good Assistant
[04:57] Two Types of Team Members
[06:42] When Should I Get an Assistant?
[08:17] Benefits of Having an Assistant
“I think the very first person that somebody should hire. is an assistant.”
“If you continue to build the team around the business, you will end up more and more miserable instead of helping yourself more and more, which actually makes you a lot more money.”
“Nobody's good at being two or three different types of people.”
“I've seen business owners have team members that they've gotten assistants for and they don't have an assistant for themselves.”
[00:00:00] Jason: I've seen business owners have team members that they've gotten assistants for and they don't have an assistant for themselves.
[00:00:07] That always just drives me crazy because it's so obvious that there's a problem there.
[00:00:13] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager. DoorGrow property managers, love the opportunities, daily variety, unique challenges, and freedom that property management brings.
[00:00:40] Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull. And let's get into the show. All right.
[00:01:13] So today we're going to be talking about assistants, right?
[00:01:16] Sarah: Yes. Why don't you have help yet? Okay.
[00:01:20] Jason: So one of the challenges that we've noticed with our clients and with other property managers is that a lot of times they don't have an assistant for themselves. And so they'll have some team members even, but they won't have an assistant that supports them.
[00:01:36] And I think this is a common trap entrepreneurs fall into. I think the very first person that somebody should hire. is an assistant. You start getting yourself some help instead of just helping the business. And if you continue to build the team around the business, you will end up more and more miserable instead of helping yourself more and more, which actually makes you a lot more money.
[00:01:58] That's like everything in a nutshell.
[00:02:00] Sarah: There you go. We're done. There we go. We can wrap up. Have a great day. So get an assistant.
[00:02:03] Jason: Goodbye. Alright.
[00:02:04] Sarah: Madi will edit this one and she'll be like, "oh wow, that was so fast."
[00:02:07] Jason: "Wow, that was the shortest one ever." Kidding! So let's talk about this. I have an assistant.
[00:02:12] Giselle's sort of your assistant. I think. Somewhat. Operationally? No, you don't think so? Okay. All right.
[00:02:18] Sarah: She's really good at really anything because she asks people on the team and she's like, "Hey, is there anything you need help with this week?" She always usually messages me at the beginning of the week and she says, "Hey, is there like anything I should be aware of or any special projects that you need me to work on this week?"
[00:02:34] And sometimes I can't think of anything until later. And then I go, "Oh, you can help me with this." And she's like, "great. I'm on it."
[00:02:41] Jason: So how do we get people really good assistants? Well, we have them do one of our DoorGrow time studies to figure out which things are energetically their plus signs and which things are their minus signs.
[00:02:51] And then we build out a job description, but it needs to be one personality type, not two or three different personalities that like that human being doesn't really exist.
[00:03:01] Sarah: And if they do, they're hard.
[00:03:03] Jason: There's people that can do everything.
[00:03:04] Sarah: They have like multiple personalities in one.
[00:03:07] Jason: Yeah.
[00:03:08] Sarah: Let's think about it if we want to hire them.
[00:03:09] Jason: No, we don't. We don't want that person. We want somebody that's good. At being one person, right? Like in, because nobody's good at being two or three different types of people. Right. You're not going to have somebody that's like, "man, I'm the salesiest person ever and super salesy. And Oh yeah, I'm a really brilliant detail oriented operator."
[00:03:27] Like it's just, for example, so we need to get you your ultimate assistant. We also then like to figure out your personality, figure out who you are. So when we get into our DoorGrow hiring, and if you need help with hiring, reach out to DoorGrow, we have a really great hiring system called DoorGrow hiring, and it's going to cost you a lot less money than working with a placement agency where they charge thousands of dollars and you'll probably get better results.
[00:03:48] Not probably. You'll get better results typically because their job is just to get somebody into your office and get paid. But we assess people, we make sure they're the right personality fit. We help you make sure you have the right culture fit and the right skill fit, which I've talked about many times, the three fits.
[00:04:06] So, I've had lots of assistants over the years. Lots. I've had some really amazing ones. I've had some okay ones. I haven't really had, well, I guess I've had a few like bad ones as well, right? So I've had lots and lots of assistants. And what I usually look for in hiring an assistant is I need somebody that I can trust their judgment and their intelligence to do things so that I don't have to do it. Right. And so my assistant Mar, she's better at several things than I would be. She has more patience. She's willing to like get frustrated at people if need be to like get things handled, whatever it takes.
[00:04:46] I think it's really important. A lot of people think, "well, I'll go get a VA and I'll go get some low dollar, low wage, cheap sort of worker in Mexico or the Philippines, and that'll be my first assistant."
[00:04:57] So there's two types of people you're going to hire in your business. Some are people as process. People as process are basically like people you hired that function like a robot. Just do what I tell you to do. Don't get cute. Don't be clever. Just follow the checklist.
[00:05:10] That's not a great assistant. It's not really a good assistant to have because you're going to have to do all the thinking for them and then give them tasks and you, then you're gonna have to show them exactly how to do every task and that's going to be really frustrating for you. That's not the ideal assistant.
[00:05:25] So then there are people that are thinkers or decision makers that you can trust to make decisions without you and to make judgments. And so that's the type of assistant that you want. You want somebody that is intelligent. Intelligence is the big differentiator here. And you can tell when you're talking with people, are they bright?
[00:05:46] Are they quick? Would you trust them to do things over you on the things that you're going to give them to do because they're better at those things? So you want to hire people that are intelligent, not people that just can follow tasks That's not going to be a really good assistant for you. Now later on if you do have some low level work or tasks in the business that you just want to offload, you can hire some people as process we have people on our team that are people as process.
[00:06:11] They follow things. They do the same sort of work each time. They're not really involved in making a lot of decisions in the business. They don't come to our weekly meetings. They don't come to our monthly meeting, planning meetings, stuff like this. They're just doing their work and they're valuable and we appreciate them.
[00:06:28] However, if you need somebody close to you, that's going to help you double your capacity and help you get accomplished a lot more, they need to be next level. They need to be higher level from that. So anything you would add to that?
[00:06:41] Sarah: I would say, let's talk about: when should I get an assistant?
[00:06:46] Jason: Okay. When do you think they should get an assistant.
[00:06:48] Sarah: Like now? Now. Usually somewhere and it's different depending on your capacity, typically, it's somewhere in between the 50 and 100 door mark. It may be a little bit sooner depending on your market and is this your full time thing? Are you trying to run eight different businesses at once?
[00:07:07] Like, what is your focus like? Really how much time are you spending in the business and willing to spend in the business? All of that will be factors in when this happens, but typically it's somewhere between the 50 and 100 doormark, which is why if you're in the DoorGrow mastermind, then the belt level requirements in order to reach the orange belt, which is your hundred doormark, you need to hire an assistant. It's one of the things on there and most people skip this step and they'll hire other positions in the business. They just don't hire an assistant. And I ran my business, that was the only person I had was an assistant and she was boots on the ground. And then that way, all of the stuff I didn't want to do, I didn't have to do because I had somebody else who could just take it off my plate and do it for me. So it was great. Without her, man, I don't know how I would have been able to do it. I would have had to work probably double or more. And I would have had multiple other positions in the company going at the same time. It just would have been really hard to do everything, especially the way that I did it without somebody there boots on the ground.
[00:08:17] Jason: Yeah. So for me having an assistant has like been hugely beneficial so that I can free up my time like it's completely gotten me out of email. I don't look at my email. Do you email me? I probably won't see it, but I'll be told about it.
[00:08:33] Sarah: We closed on a property and he didn't see any of the stuff. Yeah, we were at the closing table and he's like, "hey, I got questions on this."
[00:08:40] I'm like, yeah, that's all in your email. He's like, "oh, I don't look at my email."
[00:08:43] Jason: Yeah. So, yeah, I don't like dealing with email, right? It's not like my favorite thing in the world. So I was able to offload email. I don't have to like worry too much about my schedule. I just show up and live and do what my calendar tells me to do.
[00:08:57] So, having an assistant has just made things a lot easier so I can focus on higher level tasks and working on the stuff that I more enjoy doing and my assistant enjoys doing all those things. Those are things that drain me and my assistant loves it Like she messaged me last night saying how much she loves her job and how much she loves doing all this stuff for me And i'm like, "that's great because I would hate doing it." I just don't want to do a lot of those things that she does. So when to get an assistant? I think most property managers, yeah, certainly once you get up to 50, 60 doors, you're probably feeling a little bit overwhelmed as in that solopreneur sand trap, that's a great spot to get your first team member. They could be a part time assistant, but get somebody that can take some load off your plate.
[00:09:40] Maybe you can graduate them the full time as you add more doors, but it's going to double your capacity. Getting a really good assistant can double your capacity overnight, especially if they're taking off your minus signs because you'll have so much more energy, so much more mental capacity, so much less decision fatigue.
[00:09:57] You'll be able to get more juice out of the second half of your day if you can get those things offloaded. And so we've got some great resources for how to leverage an assistant that we can support you in at DoorGrow and how to know what an assistant should be doing, which is unique to you. And yeah, and how to make that relationship really effective.
[00:10:17] So, so reach out to us and check us out at DoorGrow.Com if you're curious about any of that, and if you don't yet have an assistant, what I think's really wild to me is I've seen business owners that have hundreds of doors, hundreds. And they have an entire team and they're stressed out and they're frustrated.
[00:10:34] And this happens a lot, especially in the two to 400 door range, they'll just be burnt out and they wonder why they can't get to the next level. They keep stopping their growth and adding doors and then focusing on trying to get their systems and processes dialed in and they don't have an assistant and they wonder why things are so stressful for them.
[00:10:51] And it's cause they're not taking care of themselves. They're not taking care of the most important person in the business. The one person that should have the most support, they're not allowing that person to get support, and it's you, the business owner, like make sure you have an assistant. I've seen business owners have team members that they've gotten assistants for and they don't have an assistant for themselves.
[00:11:12] That always just drives me crazy because it's so obvious that there's a problem there. And when I'm talking with them, they're like burnout, they're frustrated, they're hating their business, and, "oh yeah, my operator has an assistant or this person has an assistant or my property manager has an assistant property manager, but the business owner has no direct support."
[00:11:32] I'm like, "'well, everybody in my team supports me,' but you didn't build the team around you. You built the team around the business." And so they're just burning themselves out. So this is your invitation. If you're listening and you don't have an assistant right now, and you have any other team members, this is your invitation, or maybe you don't have any team members yet. This is your invitation to go get yourself an assistant. I'm giving you permission that you can go get yourself an assistant. Not that you need it, but you deserve it. Like go get yourself an assistant. You can definitely afford it because if you were able to take half of your time off your plate of the crappy stuff you don't want to be doing, you could easily make a lot more money.
[00:12:11] You can spend a lot more time doing revenue generating activities and growing the business. It's almost never an excuse that you financially can't afford an assistant. Because it just means you just have to spend the time doing the stuff that makes money, and you know how to make money and if you don't for some reason know how to add doors or know how to close more deals or know how to make money, we can help you do that dramatically and very quickly reach out to us at DoorGrow. So anything else we should say?
[00:12:37] Sarah: I don't think so
[00:12:38] Jason: Okay, so what's the core message?
[00:12:41] Sarah: Go get an assistant. Do it.
[00:12:43] Jason: All right. Do it now. That's it for today. So until next time to our mutual growth Bye everyone. Oh and get your tickets to DoorGrow live.
[00:12:51] This is gonna be an awesome event So go get those you can go to DoorGrowlive. Com. Be there. It's going to be be cool
[00:12:56] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:13:23] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Are you a property manager? Do you hire property managers? Can you answer the question: what is a property manager, and what do they do?
In today’s episode, property management growth experts Jason and Sarah Hull discuss what a property manager is and what they should be doing in a property management business.
[01:14] Million-dollar question: What does a property manager do?
[06:25] Siloing information to protect your business
[10:26] Hiring specialists instead of people who can “do it all”
[12:20] What should a property manager's role be?
[16:31] Property managers as client success experts
“There's a lot of confusion as to the definition of a property manager in the property management industry.”
“When your company grows, what we're going to hopefully have you do is shift into specialists, so that you won't have a property manager that just does everything.”
“Effectively cloning yourself or duplicating yourself in the business usually means getting 10 people, not one.”
“It's not hard to be exceptional in property management.”
[00:00:00] Jason: Business owners, we need to stop trying to find people that can do everything. We need to find people that are really good specialists.
[00:00:08] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives. And you are interested in growing in business and life. And you're open to doing things a bit differently, then you are a DoorGrow property manager.
[00:00:28] DoorGrow Property Managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses.
[00:00:56] We want to transform the industry, eliminate the B. S. build awareness, change perception, expand the market and help the best property management entrepreneurs win. We're your hosts, property management, growth experts, Jason and Sarah Hull, the owners of DoorGrow. Now let's get into the show.
[00:01:13] All right. So one of the things that's come up, we just did a DoorGrow boardroom event.
[00:01:18] And one of our clients that was there was like, "I need to hire a property manager." And we're like, "okay." And what we noticed in talking there and going deeper and digging in deeper is that there's a lot of confusion as to the definition of a property manager in the property management industry.
[00:01:37] Sarah: Yeah, it's like a catch all.
[00:01:39] Jason: So the challenge is it can mean just about anything.
[00:01:42] Sarah: Yeah. The definition of property manager is: "do anything and everything that the company needs."
[00:01:49] Jason: And so I've noticed this for a while. we've had a lot of clients and they'll say, "Oh, I need another property manager," or "I need to hire a property manager."
[00:01:56] "I need to get a property manager." And it always means something different. So like some people think a property manager does everything, and this is the portfolio style property manager. They're like, "they need to go get business." And so they're a BDM, they need to handle and do some of the bookkeeping accounting stuff.
[00:02:17] They need to do maintenance coordination. They need to do the leasing. So they're trying to find somebody that's basically an entrepreneur. They can do everything that's probably going to run away and steal half their business. Right. Which happens. It's happened quite a bit. I've seen it. And that's, I think the wrong way to build a property management business, it's the wrong way to hire and build your team.
[00:02:36] So let's figure out. What is a property manager? What is it?
[00:02:41] Sarah: Love it.
[00:02:41] Jason: What are your thoughts?
[00:02:42] Sarah: Well, so I think that there's an important distinction, especially when it comes to the size of your company. So in the beginning, When it's just you do everything. It's all you, you, and then you some more.
[00:02:58] And I think this is why then when they go to hire a property manager, they're like, "Oh, well I did everything and I want to replace myself. So I need a property manager to replace myself and then they're going to do everything because I did everything." So in the beginning. When you are in the day to day and it's just you and you haven't built a team yet and you're functioning as the property manager because you're in the day to day and the tactical work, yes, you are technically a property manager.
[00:03:26] And then when your company grows, what we're going to hopefully have you do is shift into specialists. so that you won't have a property manager that just does everything. You'll have people who are really good at the one thing that they do and will be able to then segment the business and split that out into multiple roles instead of just having a property manager that does everything.
[00:03:56] Everything. Yeah. So I created a Facebook post, cause
[00:04:00] There was some heat on that post. Well, I like this. I don't know if you read the comments.
[00:04:03] Jason: I like to stir the pot a little bit. For those that are watching this on video, this is what it looks like, right? So join our Facebook group, go to doorgrowclub. com, get in there. So I said, if the property manager role on your team is not your maintenance coordinator, operator, bookkeeper, leasing agent, then what is their role? And so people are like "define operator, like what's an operator?" So then I was defining what an operator was, but Michelle Miller, shout out to Michelle, she commented. She said, "in other words, if they aren't doing everything, what are they doing?" Right. Brian Nelson said "delegator." And I like that. That's I think
[00:04:39] Sarah: I don't like
[00:04:40] Jason: that.
[00:04:40] I like the idea that they are not the person that's doing all this stuff. Maybe they're orchestrating, maybe that's what they're doing.
[00:04:47] They're maintaining the relationship with the owner. Sean Foster, he says "PM's number 1 job is to be the middleman between the owner and the tenant advising and the correct path of the most profitable investment."
[00:04:56] And "but that one responsibility branches off into another 20, doesn't it?"
[00:05:00] And then, "depends on the systems." There's a little dialogue going back and forth there. So if you do property management, you manage the property. And to manage the property, you're doing leasing, maintenance, inspections, all this stuff. But that doesn't mean that the property manager in your business is doing all this stuff or should be.
[00:05:17] Usually you don't want somebody that's a jack of all trades and a master of none trying to do stuff. And if they're actually good at everything, they'll probably just go start their own business. And I think that's the other challenges that we often mistakenly fall into this clone myth. And this was what was going on with our client at the DoorGrow boardroom event.
[00:05:35] He thought, he's like, well, "I was a property manager at another company for a while. Now, I have my own business and I'm doing all everything and I need to go hire a property manager and I was doing everything at that company. I'm doing everything in my own company. Now, I need to go find somebody else to do everything."
[00:05:50] And when we finally identified this. I call it the clone myth. We think, "I just need to go find somebody just like me. I need to clone myself." Effectively cloning yourself or duplicating yourself in the business usually means getting 10 people, not one. Like 10 different hats, 10 different specialists in the business.
[00:06:07] And so just want to address the clone myth real quick. So I think we want to find a way, I think in the industry, it might make sense to eliminate the term property manager. If they're not actually the one doing all of the little pieces, unless you're portfolio style. So what are your thoughts on that?
[00:06:25] Sarah: Well, I think the other thing too, that I want to bring up about him at the boardroom event is he's like, "I need a property manager and they're going to do everything. And I do everything. And I also did everything at my other company when I worked for them as a property manager. So I need one. How do I make sure that they don't just steal my business and steal my clients and walk away though, because they're going to be doing everything?
[00:06:48] Jason: Yeah.
[00:06:48] Sarah: And that's a really good reason to not have them doing everything.
[00:06:52] Jason: Most business owners eventually figure out you need to silo information. So for example, when I ran a web design agency, I had an intranet where all the information was stored and I had how I sold, how I found clients, like all this was built out in the intranet.
[00:07:07] All the sales related stuff. And then I had all of how we build the websites, how we put them together, all this kind of stuff. And I would hire web designers to build the websites and to do work and they would get access to the intranet. They would read the sales stuff and then figure out how to get their own clients and then they would quit.
[00:07:25] I kept having them leave and they're like, "Oh, well, I've got so much business. I don't have time to do your projects now." And I was like, "what?" it happened over and over again. So I was like, "okay, something's going on here." So then I realized I needed to segment the information because the stuff that I figured out was pretty effective and pretty valuable.
[00:07:40] Sarah: And essentially you were paying them to train them to then run their own business and not work for you anymore.
[00:07:47] Jason: What a deal. So, okay. Yeah. So then I started siloing that information. And so I think I think I shared a TikTok or a reel or something with you where a guy was talking about siloing the information and he was talking about sales and manufacturing and a product business.
[00:08:02] And if they know where to source all the manufacturing stuff and they know how to acquire business, they don't need you anymore. So he had to segregate that information. I was like, that's the same thing. You need to segregate knowledge in your business. Your goal is to hire specialists on the team, not generalists that can wear multiple hats.
[00:08:22] You're the business owner. You have to wear every hat in the business that is not currently worn by somebody or is not being done properly. You have to step in. It all falls on you. That's the job of the CEO, right? You have to do it. If you have a good operator, then they step in and some of that stuff, too.
[00:08:40] You have to do stuff that's uncomfortable.
[00:08:43] Sarah: Well, let's just pause for a moment. Your operator is not going to do your day to day stuff in property management.
[00:08:47] Jason: They shouldn't do your day to day stuff. It sounded like. A lot of people get confused.
[00:08:50] Sarah: I know what you were trying to say, but people are going to hear that and go, "Oh yeah. And then my operator is going to do everything."
[00:08:55] Jason: I just wanted to include you. I didn't want to say you don't do the hard stuff too.
[00:08:59] Sarah: I do the hard stuff when I have to.
[00:09:01] Jason: Yeah.
[00:09:01] Sarah: Until we can hire somebody else to do it. Because I hate doing it. I hate certain parts though, then we hire somebody and they do it much better.
[00:09:11] Jason: Yeah. So I think it might make sense unless you're portfolio style, which I'm not a real big fan of. I think there's a lot of downsides to portfolio style management. I think it's really rare that people are good at everything. And so I think it's a lot more effective to get somebody that's a really great maintenance coordinator that can handle maintenance for probably thousands of units, right?
[00:09:32] If they really know their stuff and have the right systems and tools and you can take that off of your property manager's plates. You need probably accounting or bookkeeping or a team that helps with that kind of stuff. There's vendors that can help with some of those pieces, especially if you don't enjoy, or aren't good at that piece, there's a lot of available resources, but if you get specialists that are really good, they will surpass your ability in that particular category.
[00:10:00] Sarah is much better running the planning system that we have DoorGrow OS, running the operations of the business than me, I just like, when I was doing it between having operators I just stopped planning. I didn't want to do the meetings. It was, "anybody stuck? Let's move on. And now it's meticulous and it's detail and we're moving forward.
[00:10:19] And everything's focused and we're hitting all our goals and we're making progress. Right? Because I have a good operator. So I think the business owners, we need to stop trying to find people that can do everything. We need to find people that are really good at specialists. So, I met with this entrepreneur a while back named Joe Abraham.
[00:10:39] He gave this cool Ted talk that I liked and I checked out his book and I took his online quiz and he has a book called entrepreneurial DNA and he created this score similar to an assessment like this, but it's BOSI. B O S I. And it talks about the four different types of entrepreneurs, which are builders, opportunists, innovators, and specialists.
[00:11:01] And you need to figure out what you are, the book talks about, and then build the right team around you. So, historically, I was more of a specialist, which means I'm dedicated my craft for over a decade to coaching and supporting property managers, right? And like figuring out how to grow businesses and then I'm an innovator.
[00:11:17] I like to take in lots of ideas and formulate new ideas and create stuff and that sort of thing. So more of a specialist, innovator and specialist, and most of the coaches and mentors I've hired have been builders. Builder, innovators, stuff like that opportunists are always looking for the next way to make money or the next vehicle or this sort of thing.
[00:11:38] Think like Ray Kroc, who took the McDonald's brothers', intellectual property, because they were innovators and specialist, and he blew it up and he was a builder and an opportunist so, opportunists make great salespeople. For example, builders make good CEOs. And so I wanted to be a better CEO.
[00:11:56] And so I've worked with a lot of coaches to become more and more of a builder to develop that skill set. And I'm getting better. Better and better. So, so I think we need to as entrepreneurs figure out what are our strengths and then what are we lacking? If you need to get around maybe coaches that can help you with with some of the gaps that you have in your own personality or your own knowledge base, then that can help you get to the next level.
[00:12:20] All right, so I think if we could eliminate the property manager term from those that are not portfolio style, then what would a property manager that people typically think is a property manager do if they're not the maintenance coordinator, they're not all these things What do you think?
[00:12:34] Sarah: Yeah, I think you can still call them a property manager.
[00:12:37] I'm not against the term like you're like, "eliminate! Anti property manager term and industry!" I just don't think that's going to happen Okay. I do think though once your business grows and gets large enough you can have one person or team to do the maintenance coordination, and then that piece is handled by the maintenance team.
[00:12:58] Then you can offload the leasing part, right? They're going through, maybe doing showings if you still do those, or at least going through applications and moving people along doing the move ins. Dealing with move outs and starting that whole process, kicking that off. You might have a leasing person, or a leasing team, and then the accounting piece, like your property manager probably should not be doing accounting.
[00:13:20] You should have somebody who is really good at accounting to do the accounting. And if that means you need to have a service, do it for you. That's fine. Just make sure that they're a really good reputable service. And there's someone that can hopefully like triple tie out your books and make sure everything is correct.
[00:13:36] And then you, here's the big thing, you still have to monitor it. Don't just hand it off and say, here, please go do this thing. And then just sit back and never look at it and hope that it's right. Because I've seen that a lot where people go, Oh, like I haven't done the bookkeeping. I have somebody else do it.
[00:13:52] And then they start investigating because there's a one little issue and they start to pull the thread. And it's like, when you pull the thread of the sweater and it just all unravels. Okay, so don't do that. Don't do that. But then your property manager can be more like the person that deals with the relationships of between like clients and tenants.
[00:14:13] Right. So we're bridging a gap.
[00:14:15] Jason: So then technically they're more of a relationship manager, right. They're managing relationships. I think a big gap that we don't see a lot of in the property management industry, that's super common in every other industry is the category of client success. And the category of client success, their whole goal is to retain customers to keep customers, make sure that they're happy.
[00:14:38] And so I think that's the role that some people might say, "oh, that's the property manager" is they need somebody that's just focused on client success, loves on the clients, takes care of the clients, makes them feel valued. Maybe meets with them annually to make sure that everything's looking good financially.
[00:14:53] Sarah: Portfolio review calls.
[00:14:55] Jason: Portfolio reviews.
[00:14:56] Sarah: I love those. I will harp about that all day long. If you're not doing them, do them.
[00:15:00] Jason: Yeah. So, client success in a lot of industries. I've heard some of our coaches and mentors describe as your other sales team. Right. You've got those that sell people in, like your business development, your BDs, your business development managers, your BDMs that bring clients into the business, but then they are not responsible for retaining the clients.
[00:15:22] And you think you retain clients just by doing maintenance coordination and just by doing leasing, but these things don't really develop or solidify or build the relationship. If you screw those things up, then you're bound to probably lose clients. And so that's the bare minimum.
[00:15:36] Sarah: No one is going, "Oh my God. This leasing team is so amazing. I'm never going to leave."
[00:15:41] Jason: Right.
[00:15:41] Sarah: They just expect the leasing to be good because it's what they signed up for when they hired a property manager. Right? They're not going to go, "Oh my God, I can't believe they got this maintenance thing done so so fast. And it was done in two hours and it was amazing. I'm never going to leave."
[00:15:57] Jason: So Gallup organization wrote this book called first break all the rules. And then it has this customer satisfaction pyramid. And at the lowest level, there's the lowest two levels are availability and accuracy. So these are the two things that if you're always available and you're always accurate in what you say you're going to do and you do it, people just don't even notice. And so it's not hard to be exceptional in property management. If you do that, it's expected and demanded.
[00:16:24] Sarah: So this is like all the tactical stuff that we do.
[00:16:27] Jason: Yeah.
[00:16:27] Sarah: It falls into this.
[00:16:29] Jason: Yeah.
[00:16:29] Sarah: It's just expected.
[00:16:31] Jason: So the next level, if you really want to have great client, customer service and great client interactions is partnership and then advice.
[00:16:40] And this is where I think a property manager can really add value. This is where they are really a client success role where they're retaining clients. They're improving the relationship and the value that people see in the relationship and in the longevity of staying a client of your particular business, when there's plenty of others that could do it, they can manage their property.
[00:17:00] You have team members that are managing the relationship and focusing on client success. So maybe there should be some client success managers in property management and less property managers. As far as terms go.
[00:17:13] Sarah: He's really trying to get rid of that term.
[00:17:15] Jason: I don't know. It's just, it's so ambiguous.
[00:17:17] Sarah: That's why. So when we were creating R docs, like all of the job descriptions for different roles, he's like, "I want there to be an R doc for every role in property management business." And I said, "okay, I can create it." Here's the problem. The problem is that if I create one for an assistant, it's going to be different from company to company. If I create one for a property manager, there's going to be some similarities, but there's always going to be things that are different from company to company. So there are great templates, right? And it's they're, it's amazing. And then you just delete the things you don't need and add anything you do need from there. There's nothing that's uniform. There's so much that's different from business to business. We all do the same thing. We're all property management entrepreneurs, but the way the ins and outs, the inner workings of our business, there's a million different ways to do it.
[00:18:10] Jason: We did define those Rdocs though.
[00:18:12] We have Rdocs for each of the major roles. I think yeah, I think having recognizing that. You need a client success person to maintain the relationship. You need a maintenance coordinator. You need if all these things are segregated and you get really great specialists in each of these areas, then yeah, you're going to have a much stronger lifetime value of your client.
[00:18:33] You're going to make a lot more money. So I think that's important. Anything else we should talk about related to property manager?
[00:18:39] Sarah: I think that covers it.
[00:18:40] Jason: All right. So figure out and I'm curious, go ahead and find my post in the DoorGrow club group, or go post or comment in the DoorGrow club community.
[00:18:51] I'd be curious to hear your thoughts. What do you feel a property manager is if you don't do portfolio style? What are your property managers doing? How do you define that role? And are they really managing properties? Are they really managing people? Are they really customer success? Are they really supporting and taking care of owners?
[00:19:08] Or do you think they're taking care of tenants and like maintaining a relationship there? So, all right, I think that's our interesting conversation for the day for the DoorGrow show and do you want to give them a call to action? That's a good call to action for the end of the show here?
[00:19:23] Sarah: Oh, well, we have a few events coming up. So go and check out our events that we have coming up. Don't miss DoorGrow. It's going to be a big one.
[00:19:31] This is like our big conference. We do it once a year. It's here in Round Rock, Texas on it's a Friday and Saturday, May 17th and 18th. And our theme this year is creating opportunity from uncertainty. So we have a lot of great topics, a lot of great speakers lined up for you guys. And I've got something special in the works that I haven't really released yet, but It's gonna be really cool because we've never done anything quite like that before
[00:19:57] Jason: Yeah, all right.
[00:19:59] Cool. All right. Well on that note Until next time to our mutual growth. Bye everyone.
[00:20:03] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:20:30] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
If you are a property management entrepreneur, you have likely been your own salesperson or BDM at some point. Eventually, every property management business owner will need to hire a salesperson and develop different growth engines.
In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull talk about their BDM Bootcamp event
[01:52] What is a BDM?
[03:00] Get your BDM Ready for BDM Bootcamp
[08:42] You Need a Sales Pipeline!
[14:26] Benefits of In-Person Events
“It's not the growth strategy that's the problem. It's that there's multiple stages in a pipeline for each growth engine, and you are not identifying the leaks that exist in this pipeline.”
“Your pipeline will literally never ever work if you don't even have one.”
“If you're not working the pipeline and you don't know the different stages of a pipeline, you’re just guessing, and you’re just hoping.”
“You need to get to the real pain and related that you need to get to the real pleasure, like what they really want. Nobody really wants property management”
[00:00:00] Jason: It's not the growth strategy that's the problem. It's that there's multiple stages in a pipeline for each growth engine and you are not identifying the leaks that exist in this pipeline or you're tolerating drop off at one of these stages.
[00:00:17] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing a business and life. And you're open to doing things a bit differently, then you are a DoorGrow property manager.
[00:00:36] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management, business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. We're your hosts, Jason and Sarah Hull.
[00:01:15] Now let's get into the show. All right. So today we're going to be talking about BDMs.
[00:01:24] Sarah: Yeah.
[00:01:26] Jason: In honor of this event that we have coming up, which is. Going to be super cool. I don't know that there's been anything like this. That's been as cool as this that's existed in the property management space, maybe ever.
[00:01:39] There's a lot of people that talk about BDMs, but there's very few that are actually getting BDMs to get great results. And we're going to be hosting a BDM bootcamp. And so Before we go any further, every time I start talking about BDMs, as if everybody knows what it is. I just talked to a guy with, I think, 800 doors the other day.
[00:02:00] He's like, "what's a BDM?" I was like, man, okay, I need to make sure I explained this. BDMs are business development managers. Sometimes they're called BDs, business developers and they're salespeople for property management. That's what people will call them, right? Business development can happen in any industry.
[00:02:18] But the reason we use the phrase BDM in property management is because property management is closely connected to real estate. And whenever you mentioned sales, people get it confused with real estate brokerage sales type of stuff. And that's why. Now everybody knows what a BDM is, and we're going to be talking a little bit about that today.
[00:02:37] Sarah: Okay.
[00:02:38] Jason: So anyone listening to the show, you better know what a BDM is from now on. That's it.
[00:02:43] Sarah: There's a quiz at the end.
[00:02:44] Jason: What is a BDM? Did you get it right? If not, go back and start this episode over.
[00:02:49] Sarah: Try again.
[00:02:51] Jason: Okay. All right. What do we talk...? Do you want to like tell them about the event?
[00:02:56] What do we want to talk about?
[00:02:58] Sarah: Yes. Tell them about the event. So we are launching a BDM bootcamp. So there's a lot of companies that promote getting BDMs. And there's a lot of companies that promote getting BDMs and then spending a bunch of money to run ads and get leads and pay for leads and then have the BDM work the leads.
[00:03:21] And then if you just want the BDM to close more deals, it's simple. All you have to do is spend more money and buy more leads. Which is really expensive and wildly ineffective. So we have strategies that BDMs use...
[00:03:35] Jason: that actually work
[00:03:37] Sarah: ...that are free, or at least very inexpensive.
[00:03:40] You might have to pay for lunch. That's okay. You get something out of it too. And we've decided that we're going to launch a BDM, aka salesperson, boot camp. It's going to be a one day training. And we've never done anything like this before. For those of you that are current clients, there's some trainings on DoorGrow Academy.
[00:04:01] We run every wednesday, our growth accelerator calls, but it's hard to amass all of this information that Jason and I have learned about sales over the last, what, 20 something years and put it in a course. Or talk about it on a one hour call. It's darn near impossible, right? So what we wanted to do is we wanted to take some of this information and spend one day going over all of it.
[00:04:31] Now, this is very likely going to end up being a series because we can probably talk about sales and strategies and tactics and how to improve your scripts and what to say and like NLP language and filler words and all this good stuff, we can go over this for probably days on end. So what we're doing is this is very likely going to end up being a series, but we're going to launch the first one in April, so for those of you that are watching live, you all have a chance to get in on that for those of you that are watching this recording is will probably be released after the event, but don't fret because
[00:05:11] Jason: you may have missed it.
[00:05:12] Sarah: You might have missed it. Oh, man.
[00:05:15] Jason: Maybe you should get in our Facebook group and pay attention to the live streams.
[00:05:19] So you don't miss stuff.
[00:05:20] Sarah: Sometimes we do some cool things that you need to know about right now.
[00:05:23] Jason: The Facebook group, go to doorgrowclub.Com apply. We reject 70 percent of the applicants, which is why the group is good.
[00:05:31] Sarah: Okay.
[00:05:32] Jason: Okay.
[00:05:32] Sarah: Anyway. So that was our shameless plug. All right. No, right. Go ahead.
[00:05:36] If you've missed it. Yeah, we don't have a word from ourselves yet. That's a great idea. Who wants to sponsor this podcast? We'll plug you on every episode. Talk to me, baby. So anyway, if you've missed it. Sad for you, but don't fret because there's going to be more of these. This won't be a once and done thing.
[00:05:55] So for those of you that are listening now and or hear the information before the event, then this is going to be for you. So here's the information. It will be Thursday, April 11th. So this is also open to anyone on your team who handles sales, meaning it might be you, it might be somebody else. You may have multiple people on the team who handle sales. So if you would like Jason and myself to train your salespeople for a day. This is a really great opportunity for you because that's exactly what we're doing.
[00:06:33] So do you want to tell them a little bit about what we're talking about? Or do you want me to do that?
[00:06:38] Jason: I'll go ahead. So we've seen a lot of problems with businesses growing. And so if you, have a BDM or if you are the BDM, you're the business owner, you're the one that closes deals and you are not adding at least a hundred orders a year, hopefully through organic methods instead of wasting a bunch of money on advertising to get cold crappy leads, we're going to give you the strategies, we're going to focus on some different growth engines talking about those. We're going to get into specific pipeline stages because what I often identify is that it's not the growth strategy that's the problem. It's that there's multiple stages in a pipeline for each growth engine and you are not identifying the leaks that exist in this pipeline, or you're tolerating drop off at one of these stages. And not making progress and so we're going to help you identify where the leaks are if you've started building some of these growth engines, you may have started doing things like trying to do realtor referrals and it's not working very well.
[00:07:39] You're not getting easily 10 doors a month from that. You might maybe you've heard of our neighbor strategy and you're not getting referrals from that. Maybe you've heard of some other of our strategies, it's not working. And if you haven't heard of these, then you might want to show up, but we're going to talk about the different stages.
[00:07:55] We're going to talk about what maybe is affecting things at different stages. This will be very tailored to those that are in attendance. We want to help you move your business forward significantly. And sometimes there's very simple tweaks that could be done at each of these stages that opens the floodgates.
[00:08:10] So you have a lot more flow through the pipeline, which means more deals and more money.
[00:08:15] Sarah: Yeah. So back up because you skipped to topic number two, which is cool. We can do two and then one and then three and then four, but that's fine.
[00:08:21] Jason: They're not numbered.
[00:08:22] Sarah: They're not, but they are in order on the document.
[00:08:24] Jason: Okay.
[00:08:25] Sarah: Yeah.
[00:08:25] Jason: So Sarah's an operator and everything has to be done a certain way. There is a right way for operators.
[00:08:32] Sarah: There's a right way to do literally every task on the planet.
[00:08:34] Jason: I'm talking to the business owners and they care most about what is interesting or different, but...
[00:08:42] Sarah: yes, and I understand, but your pipeline will literally never ever work if you don't even have one.
[00:08:50] Jason: That's true.
[00:08:51] Sarah: Or you don't know the stages of a pipeline because a lot of times, and I bet this happens to you too, but it happens to me when I ask people, okay, "what does your sales process look like?"
[00:09:00] " Oh, I talked to somebody." "Okay, great. And then what?" "Oh, and then I send them some information." "Great. And then what?"
[00:09:05] Jason: "I wait."
[00:09:06] Sarah: "Oh, then I wait." "Oh, okay. Like, do you call them again or do you check in or do you like set up another call?"
[00:09:13] Jason: "Or I follow up in a way that I look needy and creepy?"
[00:09:16] Sarah: Sometimes the answer is yes. And then sometimes the answer is no, but even if they do follow up or have another call or check in again, somehow, then my next question again is "okay, and then what?" And then they go, "oh, and then I just wait." So essentially what happens is you have no pipeline. Okay. And you don't know that you don't have a pipeline, but you don't have a pipeline.
[00:09:35] And that means if you're not working the pipeline and you don't know the different stages of a pipeline, we're just guessing, and we're just hoping. We're going, "I don't know. I keep talking to all these people, but nothing seems to be closing. And I don't understand why," because you don't have pipeline stages.
[00:09:49] Jason: Okay.
[00:09:49] Sarah: So you got to need a pipeline.
[00:09:51] Jason: So we'll teach you how to build out the pipeline. We'll talk about the different stages that need to exist. And then it'll be a lot more clear and we'll talk with you about how to build that out in your CRM of choice. So you'll understand the principles.
[00:10:04] You can go apply this to whatever CRM you use, whether it's DoorGrow CRM or lead simple or whatever else is out there. Okay, I'll go to number three now that we're back in order. Okay. All right. Number three,
[00:10:19] Uncovering your client's pain points. So superficially people think they know the pain of their target audience. So they want their property manager. They don't want to have to deal with managing the rental property. That is not the real pain that gets you to close deals that you have to go a lot deeper than that.
[00:10:36] And so we're going to talk about how to disarm people, how to not come across as super salesy, how to create authentic communication and an authentic relationship where they believe that you can help them and how to get them to open up about what the real pain is, the real stress of the real emotion that might be motivating them to have a conversation with you.
[00:11:00] And one of the biggest problems we see in sales is that a lot of people don't take time to identify what the real pain is. The pain often has not really anything to do with the rental property. It's something going on in their personal life. And so you need to figure out how to connect to that.
[00:11:16] And for some that's like, "Whoa," that's like, "I don't know how to do that. That'd be weird or awkward," but you need to get to the real pain and related that you need to get to the real pleasure, like what they really want. Nobody really wants property management, right? Just like if you're booking a trip to Hawaii.
[00:11:34] Property management is the flight to Hawaii. It's not the paradise. It's not the outcome that they're hoping for. It is property management. So we want to sell the trip. We want to sell Hawaii, not the flight there, right? Which is property management. So we'll talk about also getting towards the, not just the pain, but the pleasure.
[00:11:54] Those are the 2 ingredients you really need to know and uncover in order to close the deal. And so if you're not closing deals, it's probably because somebody else is better at that than you. You're one of your competitors, or they're just going to go with the cheapest company because you haven't really created a connection.
[00:12:11] And so they think you're a commodity. You do everything everyone else does. And so that we'll get into that. All right. So good?
[00:12:18] Sarah: That was good.
[00:12:19] Jason: Number four, reviewing and improving your call scripts to book more appointments and close more deals. So we want to like, take a look at what are you saying? And you may think, "I don't have scripts.
[00:12:30] I'm just awesome. I just wing it every time." I guarantee 90 percent of the time, you're saying similar things, dealing with objections in similar ways. And so you have a script. It just probably isn't a very clearly defined one, which means it's probably not a very good one because you haven't taken an objective look at it to optimize or improve it.
[00:12:50] And so we're going to take a look at some scripts that are effective and figure out ways to improve your scripts. And sometimes it's not even about what you're saying. It's about how you say it. And so we're going to focus on some of the magic that comes with how you communicate with people. I've got clients that are not salespeople, like no real training in sales, terrible at sales. And they're crushing it because they know how to be authentic. They are communicating in a way that's disarming and they're just being helpful. And so we're going to talk about some of that stuff. How to close more deals. Some of you that are so good at sales, you're super salesy, you like cut your teeth as a baby in real estate and like you're a shark, like we're going to help you figure out how to undo a lot of that mess so that you can create more trust and sales and deals happen at the speed of trust.
[00:13:44] And so we're going to help you close more business, which will make things a lot better. Okay.
[00:13:50] Sarah: That's what we've got. All right. That's our agenda. And if this sounds interesting to you, now, our hope is that once you come to this event, you'll obviously get a lot out of it and learn a lot about sales that we just typically can't cover on a one hour call.
[00:14:07] It's just, it's too much. I can talk about 1 of those things for more than an hour. Right? Once you come to this event, you'll learn a lot and you'll be able to immediately implement these things so that very quickly, you will start seeing some changes and some positive results and momentum.
[00:14:24] Jason: So why do this in person?
[00:14:26] So let me talk about that. One of the things we've noticed in DoorGrow's, I'm starting to call it the real bubble. And so there's this mentality, I think, unconsciously in our brain. So when we're doing stuff on zoom calls and zoom meetings, which we do a lot of cool stuff that way DoorGrow, but we've noticed that when we get people in person for the first time they meet Sarah and I and realize we're real human beings.
[00:14:48] We're not just something on video and that we're real and they can like hug us. And like we touch right? Like then something shifts in their brain that everything else they're saying is real. When they start to meet clients that they've seen on some of the Zoom calls, sharing their wins and talking about crushing it and adding doors.
[00:15:07] They're like, "Oh, these are real people." And then the brain shifts and they start to connect that, "Hey, if they're real, and this is real and they're getting real results and they're like me, I'm a human, like I can do this too." And all of this stuff is actually true, impossible. And so we've noticed a shift in clients once they come to DoorGrow live, which is coming up in May, or they come to one of our in person events.
[00:15:32] And so we want to do this in person because there's something magical about in person that content and information is absorbed. A lot more easily. There's also that sort of kinesthetic aspect that we're there physically but the learning is a bit more experiential. We'll be able to maybe even role play, go over some scripts, talk, like, say things.
[00:15:52] It's just a bit more real than just seeing something on video or watching a video replay or something like that. And so come pierce the real veil with DoorGrow and realize the real magic that exists.
[00:16:03] Sarah: All right. Yes. And at this point you guys might be wondering all right, so this sounds pretty good.
[00:16:09] I think I might be interested. What do I do? Contact me. Don't contact anybody else on the team. They're not even going to know what you're talking about. Just contact me so you can get in touch with me. It's Sarah S-A-R-A-H. If you go to our website and you end up talking with somebody else on the team, they will point you in my direction and you can get registered that way.
[00:16:29] Now, tickets for this will be 1k per person. You can have as many people on your team attend as you would like. So if you have 3 BDMs and you want to send all 3. If there's just one or two, maybe that you want to send or you want to come check it out yourself, go ahead. But you'll need to let me know now spots are going to be limited. I don't even have 20 spots. I actually need to go back and confirm how many I have left because I know we had some people interested. But the price for this will be 1k per person. And I know that the price will not stay. At that rate.
[00:17:03] So we're launching it and we're doing something special with the price. So for now, take us our one case. So get in while the cost is low.
[00:17:12] Jason: There you go. All right. You will easily offset the cost of doing this. For most of you, that's like getting one more deal, right? So lifetime value for most of your clients, probably a lot higher, like maybe 10 times.
[00:17:27] Maybe 20 times higher if you can keep them a while, right? So this is a no brainer. This is very easy and we can get your BDM adding a lot more doors. So just like some client results, we've got clients that are easily some BDM are adding 200- 300 doors a year organically without paying for any SEO or pay per click or content marketing or social media marketing or pay per lead services like APM and they're able to grow and scale their business quickly through organic methods.
[00:17:56] Sarah: And we have some clients that turn business away every single month because they just cannot.
[00:18:02] Jason: Get pickier and pickier.
[00:18:03] Sarah: Yeah, they're backlogged. And then they ask us on the calls what do I do? Like, "I don't want to say no, but then I can't take on this many." And we're like, "now you have a waiting list and you can take on X money per month."
[00:18:14] And if they can't come on this month or they missed that deadline, then roll them over to the next month. If they qualify.
[00:18:20] Jason: Okay. All right. So that is BDM bootcamp. So check out BDM bootcamp, reach out to sarah@doorgrow.Com. Sarah with an H.
[00:18:28] Sarah: Yeah, if you spell my name wrong, I'm not talking to you cause I won't get it.
[00:18:32] Jason: Okay. That's your punishment.
[00:18:34] Wow. Okay.
[00:18:35] Sarah: So don't forget my H because everyone does.
[00:18:38] Jason: Just email me. I'm nicer.
[00:18:40] Sarah: He never checks his email. Don't email him. That's true.
[00:18:42] Jason: My assistant does. Don't do it. All right.
[00:18:44] Sarah: You'll never hear back the black hole.
[00:18:46] Jason: No, my assistant's good. She'll take care of it. I just won't see it.
[00:18:51] She'll tell me about it if it's important. All right. For those of you that are wanting to join a community, be part of something awesome, reach out to us. And so you can learn more about DoorGrow Mastermind. You get access to some of the coolest stuff and to be part of the coolest community of the most growth minded property management business owners in the industry.
[00:19:11] And we can help you get your business to the next level. So whether it's scaling operations, whether it's figuring out how to grow, whether it's cleaning up the front end of your business, getting your website and your pricing, right, all this kind of stuff. So we can help you. All right. Check us out at doorgrow. com until next time to our mutual growth, everybody. Bye for now.
[00:19:33] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:19:59] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
We get the question all the time, “What does DoorGrow even do?”
In this short and sweet episode of the #DoorGrowShow, property management entrepreneurs Jason and Sarah Hull share what they do, why they do it, and how to get in touch.
[03:09] Most property managers suck
[05:03] Don’t kill your momentum!
[08:35] We can make the industry better together
[10:43] You might be the problem in your business
“We want to make sure you have a business that you enjoy doing stuff in.”
“If you are not adding at least minimum a hundred doors a year, your business is broken.”
“If you're doing what everybody else does, you're probably getting the same shitty results that everybody else is getting in this industry.”
“The bar is so low in property management that, the phrase ‘a rising tide raises all ships,’ I think a rising tide would just drown several ships.”
[00:00:00] Jason: If you're doing what everybody else does, you're probably getting the same shitty results that everybody else is getting in this industry.
[00:00:07] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow hacker... or property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income... and to becoming a better investor yourself and getting rental properties. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win.
[00:01:02] We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGrow. Now let's get into the show.
[00:01:10] All right. So we're going to make this a short episode today because I just didn't want to do it. I didn't want to do it. Like, honestly, like there's some days that I'm just like, "I don't want to do the podcast. Like, can we just get on with doing the stuff that I Like we need to get done in the business, right?"
[00:01:26] Sarah: Let's be realistic. There are some days that we don't feel like doing anything. That's normal.
[00:01:31] Jason: Right? That's business, right? I'm sure a lot of you wake up sometimes and you're like, "I do not want to do this today."
[00:01:37] Yeah, so we want to make sure you have a business that you enjoy doing stuff in. So we'll have a quick conversation. So what we were going to talk about is what?
[00:01:45] Sarah: Oh, why do you do this to me?
[00:01:46] Jason: Okay, what we were going to talk about, we're going to talk about just real quick. Let's answer the question.
[00:01:52] What does DoorGrow do? So we get this question all the time. Cause they're like "DoorGrow? You help grow and we grow doors? And like, what does that mean? How do you do that? Do you guys get us leads? Are you an advertising company? Like, what do you do? So what we do, the shortest answer I could give you is we help companies grow rapidly while eliminating their marketing or advertising expense and budget.
[00:02:15] And I know that sounds crazy. So we're helping you not have to waste time doing cold lead marketing or advertising. You might think SEO or pay per click on Google or content marketing or social media marketing or whatever is the secret to getting all the business and growing your business and getting your hopes and dreams to come true.
[00:02:35] And a lot of you have been spending a lot of money doing that, and it's not really working super well. And so what we do is we help you figure out how to grow effectively. We also help optimize businesses for growth. So a lot of times you're trying to grow, you're trying to do a bunch of stuff to get leads and to get doors and to get business, but you have all these blind spots that are eating up and causing you to lose and miss out on deals that you can't see.
[00:03:01] It might be that you have your branding is off. Your reputation stuff is off. Your sales pitch is off. Your pricing stuff is off. If you're doing what everybody else does, you're probably getting the same shitty results that everybody else is getting in this industry. And most property management companies suck.
[00:03:17] Most of you listening know this is true. You look at your business and you think, "we're pretty good, but all the other companies suck." And most property managers I talk to that are starting a property management business. They, I say, "why are you starting a business?" And they say, "I'm an investor, and I've tried to use other companies in my market, but they all suck." The bar is pretty low. The bar is so low in property management that, the phrase "a rising tide raises all ships," I think a rising tide would just drown several ships. Like I think they would just sink because they're just sitting on bedrock.
[00:03:48] There's a lot of bad companies. And there's a lot of miserable property management business owners. This is not an easy business or industry. I know this is true. I've talked to thousands of property managers. I talked to property managers every week that are miserable every week on sales calls. They like get on a call with me and they're like, "I am not enjoying my business. I am struggling. I'm frustrated," and it's because they are trying to wear all the hats or they have team members that are not really making them feel safe, not really taking everything off their plate in particular roles. And so they still have to be involved and wear hats they don't enjoy it. They don't want to keep doing so. We help you get your team in alignment. We help you get your ops in alignment. We help you get your profit margin healthy. We are helping our clients crush it. And if you are not adding at least minimum a hundred doors a year, your business is broken. You do not have effective growth. That is not difficult to do. We've got clients adding a hundred to 200 to 300. And if any of my clients are listening, if you are not adding at least 100 doors a year, you're not listening and doing what we tell you to do. So we've got clients that are crushing it. The other thing that we do is on the operational side.
[00:05:03] Like, if you keep stopping your growth and adding doors because you're like "we've got a whole bunch of business coming on. And now I got to focus on operations." You have to stop pausing. And so you have to stop stopping growth in your business. I see this all the time, even with some of our clients, they start growing really rapidly.
[00:05:19] And they're like, "Oh my gosh, I got to like, stop growing. It's too much. I'm adding too many doors. It's getting painful. It's getting uncomfortable." If you stop, here's the challenge, what I've seen. What I've seen is that if you stop growing right now, you then cannot get things going for at least a quarter or two.
[00:05:36] And then like a sales slump takes about a quarter to get out of. So you lose almost a year of momentum and growth just by stopping growth to focus on ops or to focus on fulfillment or focus on onboarding all these new clients, right? So you have to stop stopping because if you do this, you start growing, it gets uncomfortable and then you stop.
[00:05:57] And then it's months to a year of growth, and then you start trying to build it up and get growth going again, and then you stop again, I see companies that do this, and what happens is your churn rate starts to match your growth rate, and so you end up with a business where you've been stuck at 50 or 60 units for like 3 years, or you've been stuck in the 2 to 400 unit range for like 3 years or more, and you can't figure out how to grow or get ahead.
[00:06:24] And if you aren't stopping and you're still stuck at these stages, then your business has some serious leaks in it. And these are so solvable, like on the other side of this, it's so solvable. You could have such a better life. You could have more time with your family and kids. You could feel like you're actually making progress and not burning yourself out.
[00:06:46] You could be getting out of the stuff that's burning you out and you could start to like have a real impact. You can have the day to day that you want to have. This is all doable. You can be miserable in a business with a thousand doors. You can be miserable in a business with 50 doors or 10.
[00:07:05] Sarah: I'm totally overwhelmed. I'm like, "Oh..."
[00:07:07] Jason: or you could like be having like space and time and taking care of yourself at any stage or level at 50 units or at a thousand plus units. And we need to shift your mindset and build the right business around you. So if you're dealing with some of these challenges, you've been stuck in struggling for a long time, you need to stop doing what I've done in the past and being stubborn and thinking you can solve it all on your own.
[00:07:33] If you just watch enough YouTube videos or read enough books or go to enough NARPM conferences, and you think you'll just figure it out when all you end up doing is heaping more ideas that are just wasting time. And distracting you from what you actually need to do, which you can't usually even see.
[00:07:51] You need some outside perspective because you're too close to the fire and you just keep burning yourself. All right. That's my soapbox.
[00:07:59] Sarah: There. Yeah. Tell us how you really feel today, would you? Don't hold back!
[00:08:03] Jason: Don't be stupid. Get help.
[00:08:05] Sarah: I was talking to you.
[00:08:06] Jason: People! Okay. All right. Yeah. And I've talked to so many property management business owners over the last decade, even the last week.
[00:08:14] And I get really excited when I talk to people with problems because I know how easy it is for us to help them solve these problems. And if everybody knew how easy it would be for us to help them make progress and get their business moving forward, every property manager be signing up for a mastermind.
[00:08:31] Everyone would because I bet a lot of you are frustrated and not happy there shouldn't be as many crappy property management businesses in this industry as there are. There just shouldn't. There's no need for that. We need to make the industry better. If we make it better, it gets better for everyone.
[00:08:49] If your neighboring property managers all start doing a great job, your business and you start doing a great job, you will get more business. There's only 30 percent market share roughly. There's tons of available potential market share. There's no scarcity. There's no like, "Oh man, like there's nobody I could get as clients."
[00:09:07] There's none of that. There's tons of available business, but the bar is so low and property management has such a bad reputation because there's so many crappy companies because they're doing stupid stuff that is not helping them grow, have revenue, have profit margin, and they're making lots of mistakes.
[00:09:24] And because everybody else is doing that, it's like normal. So it's not hard to be exceptional in this industry just by doing a decent job. It's super not hard to be exceptional. Like there are so many companies don't even answer their phones. There's so many companies that don't even communicate with their owners ever.
[00:09:45] There's so many companies that like don't even do inspections. There's so many companies that have their trust accounts, like absolutely mismanaged, right? That it's so simple and easy. You just need to be accurate and available and you would surpass 90 percent of the property management companies out there.
[00:10:02] And then if you're one of our clients, we go way beyond that. We then start to make you a really great legitimate business that would be a great business in any industry, right? But in property management, the bar is really low. So if you want to be exceptional and start stealing all the market share and getting lots of business, that's not hard to do because the bar is so low in almost every single market.
[00:10:23] It's not difficult to be exceptional. So that's my message for today.
[00:10:27] Sarah: So give us a call. If you aren't happy in your property management business, if you feel like you can be doing less of the day to day, if you feel like you're overwhelmed and you're stressed, and maybe you're just not really in love with this business, we can help.
[00:10:42] Jason: Yeah. If you're not growing fast enough, there's something wrong in the business and the problem is probably business owner. It's probably you. And that's the thing. Like, we have to take extreme ownership as business owners. We have to recognize that. "Oh, the business is a problem." If you're blaming your team, you pick that team, right?
[00:11:01] If you're blaming your systems, the problem is you pick those systems. If you're blaming the market, then you're just making excuses because I'm sure somebody else could crush it in your market. We've heard all of the excuses. The only real honest thing that you can do is take ownership. Extreme ownership,
[00:11:18] it's a great book, read extreme ownership. The problem is you. And if you own that problem, then you can actually change it and solve it. And we're here to help you do that. And we will help you see that this is all fixable stuff. All right, I think that's our episode for today.
[00:11:33] Sarah: All right.
[00:11:34] Jason: Anything you want to add?
[00:11:35] Sarah: Nope.
[00:11:36] Jason: Okay, then reach out to us at doorgrow. Check us out at doorgrow. com. Get on a call with me. I want to talk to you. Like if you're struggling, I will show you how we can help you solve this. And if we can't, then we won't take you on as a client. If you're not coachable, then we won't take you on as a client.
[00:11:50] Like, but if I can help you, I want to help you. This is what we do every day. I love helping people grow their business and helping change their life. I want you to have a better life. I want you to have more time with your family. I want you to have more money in your bank account. I want you to have the freedom to take vacations and to do things that really matter.
[00:12:09] Life is too short to be in constant suffering and pain and to live for a business that takes ownership of your life. And now you're like a slave to it, right? The business should be serving you. So let's get the business serving you instead of you feeling like you're waking up every day, serving your business.
[00:12:27] All right. Until next time to our mutual growth. Bye everyone.
[00:12:31] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:12:58] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
DoorGrow Live 2024 is upon us! If you have been in the property management space for a little while now, you’re probably familiar with DoorGrow Live.
In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah explain how this year’s is expanding upon previous DoorGrow Live events. This year’s theme focuses on creating opportunity in times of uncertainty. Be there May 17-18 in Round Rock, TX.
[01:20] DoorGrow Live, the property management event you don’t want to miss
[03:58] 2024: Creating Opportunity Through Uncertainty
[05:48] Using these hectic times to your advantage
[07:07] First glance at DoorGrow Live topics
[08:32] Networking with growth-minded people
“The market is very uncertain right now, but that is such a great opportunity to do something with it.”
“It's not hard to step up and showcase leadership and become a leader in times of crisis.”
“There's all sorts of craziness that's going to be happening, and this is a big opportunity for you to get more market share to get more investments.”
“This is how some of the largest companies were built were during like recessions or depressions or time periods where they decided to double down and to focus on growth instead of scale back and be a fearful like everybody else. This is when winners are made.”
[00:00:00] Jason: This is when winners are made. And so we want our clients and those that are close to us and attending DoorGrow Live to be those that capitalize and succeed in this industry.
[00:00:11] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager.
[00:00:29] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income.
[00:00:49] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. We're your hosts, property management, growth experts, Jason and Sarah Hull the founder and CEO of DoorGrow and the operator COO of DoorGrow.
[00:01:13] And now let's get into the show.
[00:01:16] All right, we'll get that figured out eventually.
[00:01:18] I always love it.
[00:01:19] Okay. So what we're going to be talking about today is what, Sarah?
[00:01:24] Sarah: DoorGrow Live
[00:01:25] Jason: DoorGrow live. DoorGrow Live! Yeah, so DoorGrow Live is our premier conference that we do once a year and it's pretty great.
[00:01:35] So what do we want to say about it?
[00:01:37] Sarah: All right. So let's get them some of the information first. You can get all of this information at DoorGrowlive.Com. So that's the first thing is Just go to doorgrowlive.Com. Everything is on there except for our agenda, which we have not yet released.
[00:01:53] We've got so much good stuff planned for you guys, but we're keeping the agenda a little close right now. So the dates for the event. It's a Friday and Saturday. It's May 17th and 18th, and it's in North Austin, Texas. The city is actually Round Rock, but no one knows where that is, so North Austin, Texas.
[00:02:13] Okay, and where are we holding it this year?
[00:02:17] Jason: It's going to be at the Kalahari Resort in Round Rock, Texas So this is a really cool resort. it's really large and it's brand new. It's just built in the last several years.
[00:02:28] Sarah: 2020? Bad launch date.
[00:02:30] Jason: Yeah, they launched it not knowing there was going to be a pandemic.
[00:02:33] Sarah: Yeah, I think they opened and then the whole world shut down.
[00:02:36] Jason: Yeah. And they have I believe the United States' largest indoor water park. It has this big indoor water park. Which could be fun. Yeah. If you're into that, or you can bring the kiddos maybe with you, but and it has several good restaurants and it's right in the heart of Round Rock.
[00:02:51] Round Rock is just such a cute, cool town. The downtown area is really cool. There's all sorts of, great little restaurants and, bars and whatever you're into. So it's a fun little area and you're just hop, skip, and jump to get to downtown Austin. It's, Flying into Austin, one of the easiest, best airports.
[00:03:09] I love being close to be able to get places through that airport.
[00:03:13] Sarah: Yeah. And they have a lot of flights. Yeah. They really do. They have flights from everywhere. So it's very central. It's easy to get on into. And the airport is really great.
[00:03:22] Jason: And then it's a quick drive over to the Kalahari resort where you can book your room and stay. And we've got a special group rate for you there so.
[00:03:30] Sarah: We do.
[00:03:31] Jason: We negotiated, so.
[00:03:33] Sarah: We do. Jason's assistant Mar, she always negotiates really great deals for you guys. If you want to just go ahead and book, you can, but if you'd rather get the discounted room rate, go to doorgrowlive.Com and then click on the link to register.
[00:03:48] And that will help you get registered for the event and it will help you book your room at the discounted room rate. So that way you can get... I like saving money. I like it. It's great for me.
[00:03:59] Jason: All right. So what else do we want to tell them about DoorGrow Live?
[00:04:02] Sarah: Oh, okay. So this year's theme is going to be Creating Opportunity Through Uncertainty.
[00:04:09] It's a weird year. So I really don't know what's happening with the market. There's a lot of talk. Is it going up? Is it going down? Are interest rates going to change? What's happening with property management? Right now it's a little bit harder to rent things out, whereas before, you could find a tenant in about a week or two.
[00:04:26] And now that has changed and slowed down. And I'm hearing from some people that they're worried about their competitors or new companies are popping up that want to leverage AI and All kinds of technology and not have a lot of humans involved and, all the good stuff. So it's just a weird year and the market is very uncertain right now, but that is such a great opportunity to do something with it.
[00:04:52] So we want to talk with you guys about how you can actually grow your company right now. This is not going to be well, "Hey, this might be relevant in three years if the market does this," this is relevant right now. So we're going to talk about actual strategies that you can implement today.... the day after the conference... if you attend.
[00:05:09] And that you can just immediately implement them and start growing because we have some really amazing things planned for this conference.
[00:05:18] Jason: One of the things that I've noticed over the last several events that we've done and our plans for this one, just to give you a little bit of a teaser is we have a focus on those that want to be involved as investors.
[00:05:32] And most property managers are investors and they're serving investors. And so some of the people are bringing in some of the conversations we're going to be having are how did structure, creative deals especially in this environment where we've got high interest rates and things are a little crazy.
[00:05:48] And what Sarah said is true. 2024 is an election year, right? Every time there's an election cycle, the most powerful people and decision makers that control our lives to some degree start making things crazy. And there's opposing sides and it gets wild. So there's a lot of uncertainty that happens every election cycle.
[00:06:06] Look at 2020, look at four years before that, look at 2024. There's all sorts of craziness that's going to be happening, and this is a big opportunity for you to get more market share to get more investments. There's going to be a big opportunity, I think, for you to establish yourself as a leader in the marketplace, and it's not hard to step up and showcase leadership and become a leader in times of crisis, like during the pandemic. And there's people that failed during that. And there's people that succeeded during that and made a lot of money. And we want to make sure you're prepared because there's patterns to this.
[00:06:42] This is how some of the largest companies were built were during like recessions or depressions or time periods where they decided to double down and to focus on growth instead of scale back and be a fearful like everybody else. This is when winners are made. And so we want our clients and those that are close to us and attending, DoorGrow Live to be those that capitalize and succeed in this industry.
[00:07:07] Sarah: So I'm not saying that this is definitely going to happen. I'm just saying that there's a pretty good chance that we might be talking about things like some creative ways to structure deals. Maybe some seller finance stuff, maybe some subject 2, maybe looking at your portfolio to see if any of your investors start to panic sell.
[00:07:32] If you can capitalize on those opportunities, we might be looking at your profitability. We might be talking about some different business models and growth engines. There's just a chance that those are some of the things that we might talk about, being that we're not releasing the full agenda yet
[00:07:50] Jason: Okay, so yeah, there's gonna be some cool stuff Some of the things we might be talking about is a lot of people have been really curious about how we've been Able to make millions and millions of dollars leveraging Social media, and it's not something I usually want to share because I feel like it's a distraction in a lot of instances, but there are some ways to do this.
[00:08:12] That can make you money as a property manager. And so there might be some conversation around some of that and how to leverage AI and some of the tools we use a DoorGrow to collapse time and cost on getting out to all the social media platforms. And so Yeah, there's several other things that we can tease, but it's going to be a really great event.
[00:08:32] I think the best part about DoorGrow events that's really different from every other property management conference that I've been around or attended is the type of people that are there. They're just, they're a different crowd. The DoorGrow crowd is a different crowd. These are growth minded people.
[00:08:47] These are contribution focused people. These are people that want to make a difference. These are people that are experiencing a different level of mindset, a different level of freedom and fulfillment in their business. These are property managers that actually enjoy what they get to do. This is what we do with clients.
[00:09:02] We get them to the point where they're enjoying their day to day. And we've gotten all of the uncomfortable stuff onto other people's shoulders on their teams. And so we're really good at helping our clients get out of the cycle of suck, getting out of the day to day suck of stress and overwhelm. This is not a conference where everybody shows up and they just want to go hang out at the bar and pretend it's a vacation and get wasted.
[00:09:25] Right. And if that's you, sorry, if I offended you, go do that. That's if that's what you need.
[00:09:30] Sarah: Do that after the event.
[00:09:31] Jason: Yeah, sure.
[00:09:32] Sarah: Go drink in the water park.
[00:09:33] Jason: Go do that. You can't.
[00:09:35] Sarah: I think there's a bar in there.
[00:09:36] Jason: I don't know. Maybe. But our clients are there to connect. They're there to get to the next level.
[00:09:41] They have a growth mindset. And they're there to network. And so the connections made at these events are some of the biggest game changers. People are making friends. And if you want to be part of a community, if you want to come just taste some of the DoorGrow magic in person and see what's DoorGrow about? How is this different?
[00:10:00] Why aren't they going to all of these other conferences and doing what everybody else is doing? How are they unique? Come experience it, come see it, and we'll share some things with you. And you'll get to talk to people that are having phenomenal growth. People that are like startups that are adding a hundred doors in like six months, like people that are adding two, 300 doors a year without spending any money on advertising, like this is real stuff that our clients are doing.
[00:10:24] And you can come rub shoulders with some amazing people. I think that's the thing about DoorGrow is we, I think are attracting the cream of the crop, the best people in the industry, people with the strongest and healthiest mindset, people that are attracted to growth minded people. If you want to be around growth minded people in this industry that are doing innovative and new things like this is the place to be is DoorGrow Live.
[00:10:47] So go to doorgrowlive.Com right now, get your tickets. We do have limited availability. This is not a massive event yet. And we have, we sold out. We've sold out at these events. If you want to get your spot, I recommend get in now because we know what you're going to do.
[00:11:05] Sarah: What happens at every event is we always have more people and then they're like, "can we just grab a chair and maybe put it in the back? Like I'll stand in the back. I don't care." And that has happened at the last three of our events where we've had more people try to show up.
[00:11:20] Jason: And then you stress out my assistant Mar and
[00:11:24] Sarah: I'm like just grab them a chair take a chair from the lobby I don't care make it happen
[00:11:28] So let's make sure that you have a place at a seat at the table.
[00:11:32] Let's do that.
[00:11:33] Jason: Yeah get make sure that you get your tickets early get your tickets soon.
[00:11:38] Sarah: There's early bird tickets on sale right now.
[00:11:40] Jason: Oh, Yeah, so at the time of this recording there are early bird tickets for sale So if you're watching this live right now, or you see this soon There are early bird tickets and the tickets we're not trying to make this some crazy profit center The tickets early bird tickets are what 197?
[00:11:57] They're 197
[00:11:59] Sarah: 197!
[00:12:00] Jason: And what does the room cost?
[00:12:02] Sarah: It's probably somewhere around two to three hundred.
[00:12:04] Jason: We're not trying to make this some big expensive thing.
[00:12:06] We probably make $0 off the whole event.
[00:12:10] Sarah: Oh yeah.
[00:12:10] Jason: It costs us a lot of money to put these events on, but for us, it creates community...
[00:12:14] Sarah: It's an investment that we're willing to make so that we can do cool things in the industry and for our clients and for those who are just interested in being better and leveling up their business and their life.
[00:12:28] Jason: Okay, cool.
[00:12:28] Sarah: So go to DoorGrow Live, grab your early bird tickets. You can do it after the early bird sale too or wait longer, which I'm cool with. Do it now. If you want the sale do it now. And. You'll get there's a whole section on there with frequently asked questions, all of the information that you need is on there, but if you've got any additional questions, just ping us, reach out to us, you can really reach us just about anywhere and our team will be able to help you and answer your questions.
[00:12:55] And then I will also say we still have a few spots. I don't know, exactly how many right now I'll confirm for sure for VIP I want to say there's at least four left right now, and that is tentative, but at three or four, maybe spots left at this point for the VIP. So if you're interested in upgrading to VIP, again, you can do this at doorgrowlive.Com. There's a button that says upgrade to VIP. And if you upgraded VIP then on I think day two, you'll go to lunch. We'll do a little VIP lunch. You'll be able to have lunch with all of the speakers at the event.
[00:13:34] Jason: And us.
[00:13:34] Sarah: And yes, and me and Jason our team is going to be there and you'll get priority seating at the event.
[00:13:41] Jason: Cool. Yay. All right. Okay. That's it. Go to doorgrowlive.Com and until next time to our mutual growth. Bye everyone.
[00:13:49] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:14:16] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
A lot of people are speculating about the real estate market right now. Some property managers are concerned about how it will affect their business. You might not realize that you actually have an opportunity to take advantage of a potential downturn.
In today’s episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull talk about what a real estate market downturn would mean for property management entrepreneurs and how they could take advantage of it.
[01:15] Uncertainty in the industry
[04:21] A downturn isn’t the end of the world
[07:36] Millions are made in downturns
[09:59] Going deeper on the topic
“Things do not need to be bad in a downturn. You just need to be prepared.”
“Serious, savvy real estate investors get super excited when there's a downturn.”
“Millions are made is in downturns.”
“If you think it's going to be harder in the downturn, you're right, and it will be harder.”
[00:00:00] Sarah: Pick up the phone and have a conversation with your investors and the ones that are like, "I can't wait," those ones are the ones you call first if and when shit hits the fan.
[00:00:10]
[00:00:12] Jason: Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing business and life, and you are open to doing things a bit differently, then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings.
[00:00:37] Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners, and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason Hull and Sarah Hull, the owners of DoorGrow. Now let's get into the show.
[00:01:12] So we are going to talk about what?
[00:01:15] Sarah: There's a lot of uncertainty right now in the marketplace, especially with might be happening with the real estate market.
[00:01:22] Jason: Okay.
[00:01:22] Sarah: And what to do. What you could do, right? If we have a downturn, because a lot of times people hear downturn and then they panic and they go, "Oh, shit."
[00:01:32] It is like winter. It's coming. Woe is me. Things are bad. And things do not need to be bad in a downturn. You just need to be prepared.
[00:01:41] Jason: So I'm thinking related to this also, this is it's 2024. This is an election year. The election cycle is such that every election year, it gets crazy.
[00:01:52] Sarah: Like, remember last one? We had COVID.
[00:01:56] Jason: Yeah.
[00:01:57] Sarah: So the craziest one yet.
[00:01:59] Jason: Yeah. So every election cycle, there's like racial tensions, there's whatever it takes to get people riled up on every side, everybody's angry and there's like political tension, there's economic challenges, like, I don't know what happens, I don't know if you're a conspiracy theorist, but things get crazy every election year.
[00:02:18] And we have this big black swan event that was COVID and there's been previous ones in the past.
[00:02:23] Sarah: Not like COVID.
[00:02:24] Jason: Not like COVID. Not like COVID. But, there was the housing crisis stuff. There's been things in the past that have happened. And so under the potential possibility that there could be a black swan event in 2024, or that there just could be some significant changes in the real estate market, how do we deal with that uncertainty?
[00:02:41] Sarah: So it's really, it's being prepared. For whatever happens, right? Because when the real estate market, do you remember? Maybe a year or a year and a half ago, when things were like crazy, you would list a property and you would get like three offers the first like ten minutes. You would always be in a multiple offer situation.
[00:02:59] Things were going way over ask price. So you had listed at a million, you knew you were going to get significantly higher than that. And we're not really seeing that so much anymore. Things have started to cool off. Things have started to shift. Interest rates are way higher. So the question always is does this continue to happen?
[00:03:18] And do we see more of a downturn or are things going to pivot and all of a sudden, "Hey, we're going to be back in this bull market with the real estate." Okay. So everybody knows what to do. I think that's fair to say everybody knows what to do when things are great. We're like, "Oh, we'll just list a bunch of properties. And then we have a bunch of investors that are buying and then like property management is easier." It's easier to sell and it's just a more healthy market. And like there's lots of new leads coming in and it's fantastic. And then the rental market usually heats up and then it's easy to rent properties and tenants might be fighting over properties and we're like, "Oh yeah, I could get this rented out in like a couple of days."
[00:04:00] When we're in a downturn, then it's like, properties sit a little bit longer and tenants aren't as hot as they were before. And now it might take a couple of weeks to get it rented out, maybe even longer and selling properties isn't really happening. And maybe investors aren't really buying. And the thing to remember is investors definitely buy in a downturn.
[00:04:24] This is in fact, when they're really excited. Serious, savvy real estate investors get super excited when there's a downturn. So when I was a property manager, what I was doing all the time because I would just connect with my clients. No, I don't ask them every month, but at least once or twice a year, ask them like, "Hey, what's your strategy?"
[00:04:43] Has anything changed? This is why I'm really big on year end reviews so that I know what is their plan for the following year?" So right now, if you haven't done your year end reviews, that's fine. Make up a new reason and you can just say, "Hey, it's the beginning of the year. I'd love to just connect with you."
[00:04:58] There you go. There's your reason. And you can always say, "Hey, listen, things are weird in the real estate market right now. Things might pick up and they might continue to get worse. So if they continue to get worse. Where are you? Are you decking cash? Are you ready to buy a bunch of things? Are you going to be trying to panic sell? Let's not do that." So that may be a separate conversation, but "where are you?" Because some of my investors, they were like, "Oh, it doesn't matter. I'm not really looking at picking anything up. I'm going to stay comfortable where I am." But some of my investors, they were like, "Sarah, I can't wait for this market to crash."
[00:05:33] They were excited. They're like, as soon as things start to dip and really when things start to dip, when there's a hard dip, they're like, "I will call you and we will pick up as many properties as we can pick up." They will do anything. So they might've been stacking cash. They might've had access to capital.
[00:05:52] They might've been able to take out a loan. They might've been able to pull equity from properties they already own to purchase new properties. People love a sale. So if you could pick up a property for 500 K, when typically it might be six or seven or nine, which investors that you work with already are super excited for a market crash.
[00:06:13] And if you don't know this. Then you are missing out. Pick up the phone and have a conversation with your investors and the ones that are like, "I can't wait," those ones are the ones you call first if and when shit hits the fan.
[00:06:27] Jason: Okay, cool. So I think it'd be a really good piece of knowledge to have, if you aren't super familiar with all of your investors or clients situation to be very aware of which ones are ready to capitalize on opportunity. Which ones have a stockpile cash? Which ones are aware that they could pull money out of their existing properties? Maybe do a cash out refi one as soon as interest rates drop and get into more units, right?
[00:06:53] Sarah: Even if not, I would do a cash out refi with an 8 percent interest rate, and I don't care because as soon as the interest rates dip, I'm going to refi that again. Okay. Don't care.
[00:07:01] Jason: Yeah. So we need to be aware, like, what do our clients have and what are their options that are available so that we can help them win if their goal is to do more investing and get more investments and they're thinking, "I have to wait till interest rates drop, like you just said, or I have to wait for this," or whatever it might be. And you can help them figure out how to get funding, or you can help them figure out how to price out a deal, or you've got other investors that are sitting on a bunch of cash that would be willing to go in with another owner on something, right?
[00:07:29] So you need to be aware of these opportunities because you could be leveraging this. Even if in the downturn. Yeah.
[00:07:36] Sarah: So in the downturn, this is what we hear all the time. "Oh, but oh, real estate sucks. And tenants like they don't want to rent. And it's harder now." It is not harder in the downturn. If you think it's going to be harder in the downturn, you're right, and it will be harder. But if instead you just capitalize on the opportunity that lays just awaiting then that's where millions are made is in downturns So people that know that they get really excited when like the stock market crashes when the real estate market crashes in 2008 people lost millions of dollars And then there were people who made their millions because of what they did in 2008.
[00:08:15] Jason: They were ready.
[00:08:16] Sarah: They were ready. They were like, " things are tanking. Let's get in."
[00:08:20] Jason: The people that were ready probably made it happen. I'm just kidding. Conspiracy theory. All right. Be ready and talk to your clients and be ready because when there's crisis... so there's this principle that when there is chaos and crisis and everyone's freaking out and fear is contagious, right?
[00:08:36] Fear is contagious. We saw it during the pandemic and it turned out to be not as crazy as we all thought it was right. But we were made to be super afraid. When there's crisis and when there's chaos, the one person that stands up in the local market to all the investors and says, "Hey, here's the plan. This doesn't have to be scary. We've got the roadmap. We know how to support you. We know what to do." In that moment, you instantly take ownership and leadership of the situation and everybody then trusts you even more because they don't know what to do. They don't have a plan. So they're scrambling.
[00:09:07] You're like, "Hey, I've got the plan." You are a beacon of light in times of darkness, people. So that is a moment where you can now shine and stand out and get more clients. When owners are like, "man, I don't know if my tenants are going to pay rent." And you're like, "I'm a property manager. I can make sure people are paying rent."
[00:09:24] They're like, "Oh, okay. I don't want to be the bad guy." Some people were stacking doors during the pandemic. And then there were some people like, "Oh, this is my excuse for why I lost a whole bunch of business and people freaked out and got out." So I think it's what you perceive it to be. And I think the goal we're talking about here is to perceive it to be an opportunity.
[00:09:43] And if you go in with that mindset, how is this an opportunity? How can I make this an opportunity? You can be the select few that lead others towards success. And make a lot of money. All right. And related to this, before we wrap up, we'll keep this a short episode. This is going to be a large focus of DoorGrowLive.
[00:10:02] We're going to be talking about... what's the theme?
[00:10:05] Sarah: Creating opportunity in times of uncertainty.
[00:10:08] Jason: That's good.
[00:10:08] Sarah: Or something very similar to that.
[00:10:10] Jason: Something like that. All right. And so we've mapped out over the two days a series of conversations, things to be taught that I think are going to help people really capitalize on growth to get you unstuck, to get you moving forward.
[00:10:25] This will be a game changer for anybody that attends and we're really excited. Like we put some serious thought into this and there's some new stuff that we're going to be talking about there as well.
[00:10:35] Sarah: Somebody needed four and a half hours to map it out with me the other day.
[00:10:38] Jason: She's a little bit bent on spending the weekend doing work.
[00:10:41] Sarah: So there was a lot that went into it and that was just the rough draft of the schedule.
[00:10:45] Jason: Hey, to be fair, you make me work on the weekends all the time too, so you know this is true. She was like, "we're watching these videos today and we're doing this thing, learning."
[00:10:53] Sarah: we're learning too. Yeah.
[00:10:55] Jason: Yes. We mapped out something really cool and we're really excited about this.
[00:10:59] So check out this at doorgrowlive.Com. We're going to be adding more and more details as it gets closer, but get your tickets. It's in may. It's going to be at Kalahari resort in round rock, Texas, which is just like a quick drive from downtown Austin, super cool area. And so this is going to be a lot of fun.
[00:11:20] All right, then I think that's it for today. So until next time to our mutual growth.
[00:11:25] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:11:52] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
If you’ve been listening to the #DoorGrowShow for a while, you’re probably familiar with how DoorGrow helps property management business owners grow and scale their businesses, but you might not be ready to take the leap of faith just yet…
In today’s episode, property management growth experts Jason and Sarah Hull reveal a new way to get your feet wet and work with DoorGrow to create a personalized roadmap with a low-risk investment. Go to doorgrow.com/clarity for more details.
[01:23] The creation of a new coaching strategy
[07:43] 4 steps to creating a roadmap
[14:57] The benefits of Planning and Discovery
“So if you want to grow or scale the business faster, understanding each of these strategies and stacking these is going to allow you to grow even faster”
“The healthier your mindset, the faster you grow and the more money you make.”
“You should be doing less of those things if those aren't the things that you actually like.”
“I don't think you'll trust anybody else really to help you move your business forward.”
[00:00:00] Jason: If you want to grow or scale the business faster, understanding each of these strategies and stacking these is going to allow you to grow even faster because you're not wasting time with time wasters or tight kickers or doing the wrong thing So the more of these you stack, the healthier your mindset, the faster you grow
[00:00:20] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income.
[00:00:58] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason and Sarah Hull, the owners of DoorGrow. Now let's get into the show.
[00:01:20] All right. So we came up with this idea this last weekend. And this might be helpful for some listening, we used to sell websites. That used to be the main thing. And we used to be called OpenPotion way back in the day.
[00:01:31] And over time I realized I spent a lot of time figuring out how to help these web designers figure out what they needed for their website and to really make it effective as a marketing tool, I had to ask a lot of questions and over time it turned into multiple sessions, like to map everything out.
[00:01:49] And I realized the more time I spent with them, the higher the price I could charge. Like I was able to get people to buy more because I was able to showcase more value, help them understand. They realized, 'Oh there's a lot more of the website could do for me.' So it really created this ultimate win win, better than if I just sat down and said, "what do you want?" and just did whatever I was told. And you can go out and find a cheap web designer and just say, "give me a website." And they'll just go, "okay, what do you want?" And they'll just do whatever you tell them to do, but you're not an expert at this, right? Otherwise you would be building websites, maybe.
[00:02:18] So I, it got to the point where I was telling them, "here's what we need to do, and here's how to do this." And now I was doing these multiple sessions and then I had somebody that wasn't a really great person eat up my time. I spent like probably six hours, maybe eight hours with this guy, like mapping everything out, getting the site map, homepage layout mapped out, like everything we were going to do together. And we had this plan. And then he's, "thanks so much. I'm going to have my team members in India build it." And I was like, "Oh," I was pretty upset. So Sarah and I were driving back on the way from Dallas with our friend, Roya, who's hanging out in the car and she's coming to hang out with us for a day.
[00:02:55] And I was talking with Roya and she was asking about sales and I was explaining how I used to sell websites and what increased the close rate dramatically and added more value. And it was almost, Like I almost never didn't get the deal once I started doing this planning discovery, it was like I always close the deals.
[00:03:13] Like everybody would want to work with me after I did that. And Sarah then had the question...
[00:03:18] Sarah: And he's like, "and I would close a ton of deals and it was really great. And I already knew exactly what they wanted and we had this good relationship. And he's and then I would close like a ton of deals. I would have a bunch of projects." And I said "okay, why don't we sell like that anymore then?"
[00:03:32] Jason: Yeah, it was kind of like "I don't know. Selling a mastermind is a little bit different than doing the website, but we would just get people into the mastermind, but this would increase the close rate."
[00:03:42] And the idea is you know, If they're going to be spending a bunch of money with you, they want to get their feet wet with you. They want to get to know you a little bit. And I've actually coached clients on this strategy of doing planning and discovery sessions in order to increase the close rate and to get more deals in property management. But we haven't been doing that. We haven't done that for a long time. And so I was like, "I don't know. Maybe we should do that." And you're like, "yeah, I think it'd be a good idea." So we then mapped it out while we were driving in the car. Here's what we could do for each session.
[00:04:13] Here's why this would be such a great value. And we mapped it out. And so yesterday I had two calls with potential clients and they were small companies. So they were like, "Oh I've got maybe 30, maybe 50 units." And they're like, "I don't have the funds yet to join your mastermind."
[00:04:31] And I said, "we came up with this thing this weekend. Let me tell you about it." And they were like, "yes! I want to do that" I closed both of them on it right then. And so we wanted to share that with the audience. If you are considering working with DoorGrow. And you want to experience the magic of coaching, we'll tell you about the benefits of this, but we came up with this planning and discovery process that gives you a lot of wins and it's super low risk and it's only a thousand bucks and it's pretty cool.
[00:04:57] So let's talk about this. It's really low risk because you're going to get a lot of value. You'll easily make more than a thousand dollars back in your business from the ideas that you get from this even if you choose not to move forward with us into the mastermind. So it's worth several thousands of dollars. You'll get to know us and we'll get to know you. So this shows us if you'd be a good client, like if you do the homework, if you do the things we give you to do, and it'll allow you to see what it's like to work with us and if you're getting value and it's going to be really deep because this is like one on one with either Sarah or myself. And so I was talking with the team this morning and they were like, "how do we know whether to give one of these to Sarah or to Jason?"
[00:05:37] Sarah: You'll definitely be on these with either Jason or myself. This won't be one of our other coaches. This will be one of the two gurus.
[00:05:45] Jason: So a lot of you listening, you're, you might be a little more familiar with me cause you've seen me on TikTok and I've been around for a while and you might not be as familiar with Sarah unless you've been listening to the podcast.
[00:05:55] And she's an amazing bad ass. So what I told the team, we talked about how to sell Sarah this morning, which was interesting. So we were just like, how do I sell Sarah? I'm like "she's this amazing bad ass who had 260 units at the peak in her own property management business. They were C class properties that were difficult to deal with. She was able to manage them remotely with one part time person boots on the ground. And she had over 60 percent profit margin."
[00:06:20] Sarah: 60 was bad.
[00:06:21] Jason: That was a bad month. Okay. She's flexing now. 70%?
[00:06:26] Sarah: Yeah. Like 70, 80.
[00:06:28] Jason: So this is what we would say.
[00:06:30] And also we then talked about some of the results you've gotten clients. Like she's helped some of our clients cut their staffing costs in half from a single call. She's helped some replace some of our clients' entire team and increase their profitability dramatically. Like this sort of thing.
[00:06:43] Sarah: I'm good at figuring out how things work and why are they working the way that they're working and how the different pieces fit together? And do we have too many pieces? Do we not have enough pieces? Are there the right people, but maybe they're doing the wrong things? I'm really good at figuring out all of that.
[00:06:59] That's just how my brain works. I like to just figure out how things work. And I've done that in every business I've ever worked in. As like an employee and it's uncomfortable for them. It's uncomfortable because I'm like, "why are you doing things like this? You're doing it wrong."
[00:07:14] Jason: Yeah. Business owners love their ego shattered by this pretty young lady in their business, I'm sure.
[00:07:21] But yeah, you're hurting all these fragile egos. All right.
[00:07:24] Sarah: But clients pay me to do that.
[00:07:26] Jason: Clients pay you. So yeah. So anyway that's how we position Sarah. And so there might be some scenarios in which they might be better off, especially if their challenges are more on team, operations, stuff like this, then I told them like, " then you can sell Sarah to them on this, right?"
[00:07:43] So let's talk about what would be included, like what we're going to do. Here's my little roadmap slide, but they can't see that, but we'll show it to you when you get on a call with us. And if you're interested in this, you can easily go book a call at doorgrow.Com. Or just instant message me or anybody on the team on any social and we'll get you on a call and we can tell you more about this or you can just get started by going to our website.
[00:08:07] We should have a page up for this very soon. By the time you hear this, probably. And we're working on that this week. All right. Let's talk about the benefits of this. You're going to get clarity on yourself. You're going to get clarity on your business. You're going to get clarity on how to build the right team around you.
[00:08:23] To some degree, we're going to help you free up a lot of time. We're going to get you time clarity because time is one of the biggest challenges our clients have. So this is something we coach on a lot. How to free up time. So you have more bandwidth to make more money or to do more of what you want to do.
[00:08:39] We may be able to get into some financial stuff a bit to help you find some quick wins financially. And we're going to get you clarity on escaping that solopreneur sand trap or that team sand trap that you might be stuck in right now. And we're going to go over and teach you several powerful frameworks and we're going to apply them to you and to your business in a way that we just can't do by sharing these on a podcast. Like the six core functions, the five currencies, the four reasons, the five exits, and then we're going to get into stackable amplification strategy. So if you want to grow or scale the business faster, understanding each of these strategies and stacking these is going to allow you to grow even faster because you're not wasting time with time wasters or tight kickers or doing the wrong thing. So the more of these you stack, the healthier your mindset, the faster you grow and the more money you make. And so we're going to get into the blue ocean strategy versus the red water, the myth of SEO, the cycle of suck, the four D's to revenue.
[00:09:38] That one really increases our clients closing better deals. Lighthouse versus the battleship. Which is prizing and sales. David versus Goliath, dumb David versus smart David. The fifth reason and why you shouldn't be selling property management and what people want instead, and then getting into all the pipeline leaks, we're going to help you. We're going to assess your business and identify the leaks that exist in your sales pipeline, or that exist in the systems in operations so that you have clarity on moving forward. So do you want to take them through the sessions?
[00:10:09] Sarah: Yeah, and I think it's important to know that we don't go over all of those on all of these that would be an immense amount of sessions an immense amount of times
[00:10:17] Jason: Yeah, but we'll go into what they need and what's relevant.
[00:10:20] Sarah: So basically what we do is we go in and we have to first assess what your business is like. So on the first call, that's what we're doing. We're digging into your business. What does your day look like? What does your team look like? Do you have a team? Who's handling what? How many doors do you have?
[00:10:35] Where are you located? What kind of management do you do? Are you only focusing on long term or are you dabbling in multiple types of management? We're really getting. Into a lot of the details of the business. And then we're also on the call, we're figuring out really, what would your goal be?
[00:10:54] Is that what you enjoy doing? And if you could create the business of your dreams, what really would that look like?
[00:11:01] Jason: So yeah, we're going to assess the business. We're going to figure out what have you tried so far towards the things that the business has challenges with.
[00:11:08] Thank you. But some of the assessment stuff that we'll do with you will give you a lot of clarity. And then you'll get some homework at the end of this. So we're going to get you started on some time stuff, homework wise, and some assessments for yourself, which leads us to session two.
[00:11:22] Sarah: Call number two.
[00:11:23] So then we really dive into you. So we'll look at your time. We'll look at what you're doing and how much time you're spending on certain things. And are you enjoying the things that you're doing or do you feel like you're just spinning a lot of your day? And we'll look at some personality assessments as well so that we can help determine really the things that you actually enjoy doing.
[00:11:46] And we'll look at how we can shift you into doing more of those things. And what personality type you may be, everyone has a different personality type and will enjoy doing different things in the business. And a lot of times when I get on calls with clients, I find that people are like, "Oh, I should be doing operations or I should be doing sales and I, like I should be doing this."
[00:12:10] And then we start to try to get them closer to those things. And then we realize, no, you shouldn't be getting closer to those things. You should be doing less of those things if those aren't the things that you actually like. Just because you think you have to do them, don't do them if you don't actually like doing them.
[00:12:26] So then we find out what they actually like, and then we shift them into doing more of the things that they actually enjoy doing. We've had multiple clients do that and then that changes their entire business.
[00:12:36] Jason: Yeah, this is a big secret to building a business that you actually enjoy being in, building the right team around you.
[00:12:43] So getting clarity on yourself will be a big deal. And so we're going to help you understand your personality type a bit more because you're unique and we've got some self assessments that are going to help you figure some of this stuff out. But that clarity alone will help you make some changes in your business.
[00:12:58] Doing the time stuff that we will also be assessing during this call, the time stuff that you've started doing. And this will help give you a lot of clarity on how to free up time, how to start to leverage whatever team members you might have more effectively, so that you're getting more yield from the dollars you're spending on staff and payroll.
[00:13:14] That alone will probably pay for all of this. All right, then they're going to have some homework to complete some assessments and identify leaks in their pipeline and in their operations and systems, depending on which area they need, if they need growth more, or if they need more on process and ops.
[00:13:31] And then that leads us to call number three, session three.
[00:13:35] So basically the third session, we're going to be focused on the systems of the business and identifying which leaks exist. So if the goal is growth, we're going to be getting you clarity on what are the systems and leaks that are a challenge in the growth side of things.
[00:13:49] And if it's operations, we're going to be figuring out similarly, what are the leaks and the challenges there? And this will all be applied to our DoorGrow code roadmap and how we can help you scale and map out the future, but we'll be creating clarity around all the leaks that exist and discussing how to resolve them And giving you like your options for what we could be doing in the future and Your homework on this will be to get clear on what you want to get from your future with DoorGrow because that's what we're going to talk about in the next video Session four is coming up with the plan.
[00:14:19] So first session: business, second session: you third session: systems, fourth session is the plan.
[00:14:25] Sarah: We give you a personalized roadmap, which is really great because now we have we really understand you and really understand where you are in the business and where you'd like to be.
[00:14:33] So now we can give you a personalized roadmap that will get you closer to where you want to be and that roadmap will apply whether or not you continue on working with us. Yeah, so that is not something that it's like, "oh I only get this if I work with DoorGrow." No, you'll get it and you'll have it and you'll know What are the next steps that you need to take in your business regardless of whether you work with us.
[00:14:54] Of course we want you to, but you don't have to.
[00:14:56] Jason: So the benefit of going through this planning and discovery is one We will really get to know you and your business and how we can help you at a greater level of depth, which is awesome that we do a lot of this during the onboarding process, usually for our mastermind clients.
[00:15:10] So we'll get to get very familiar and you'll be able to then know that I, at the end of this, I don't think you'll trust anybody else really to help you move your business forward because you'll be getting a lot of insight, ideas, knowledge, wisdom, and clarity, the most important thing, on how to move your business forward.
[00:15:28] And we will paint a really nice future with DoorGrow of how we can support you and help you. And even if you don't decide to work with us, like Sarah's saying, and you just do this. You will walk away with more time, more clarity on your team, more clarity on yourself, and some ideas of how to move the business forward to get to the next level.
[00:15:47] And I think at that point, though, you probably won't want to do it without us is our intention and goal. Like we know that we can support you in moving and going through this faster and helping you collapse time and it'll easily be worth the cost. And so you can go through this now here's the kicker where this gets even more awesome. If you do all this with us, it's a thousand bucks, you do these four sessions. And we take maybe a month or so to go through this, maybe less, but we're working together for a few weeks. At the end of this, on the fourth session and when we give you, "here's everything that you could be doing with us, and here's how we could get to the next level. And this is personalized to you." If you decide to continue moving forward with us, this thousand dollars will be applied towards the next thing with DoorGrow. So it's like the lowest risk thing ever.
[00:16:34] And if you decide to walk away, you spend a thousand bucks and you've gotten easily more than a thousand dollars worth of value, but we'll apply the thousand dollars towards the setup or towards the in person events or whatever is coming next for you to join in on the mastermind. No brainer, right?
[00:16:51] Super low risk, right? So we're that confident in what we can do and help you and how we can help you moving forward. So that's just the idea of our planning and discovery. So anything else we should say about this?
[00:17:04] Sarah: I think that when we were creating this, just the one thing that I wanted to make sure is that it's really valuable as a standalone thing.
[00:17:14] Yeah. You do not need to do anything else. It's not "Oh, Hey, at the end, like we're going to shove DoorGrow down your throat." We're not, it's going to be very valuable all on its own and in its own, right. Also, we wanted to make sure that the price point was really accessible to people because to get on a call with Jason or myself, our time is very valuable.
[00:17:34] So we have made this at a hugely discounted rate. So like our normal rate is $1,000 an hour. So this is at a very accessible price point. And we wanted to make sure that we can do that because sometimes we talk with people and they hear everything. What we're all about and what we do and how much we can really help property managers.
[00:17:54] And they're like, "oh my God, that's amazing. I just don't know if i'm ready for the mastermind yet, or I don't know if I can afford the mastermind. I don't know if I can make that move yet." And we wanted to be able to help more people and I think this is a really good way to do that.
[00:18:08] Jason: Yeah, I think just some of the things they'll go through with us and learn just in doing this will help them get to the point where they can then do the mastermind and have the funds to do it.
[00:18:18] We'll help them collapse time and we'll help them figure out some ways to generate some more income as well. For those that are larger companies, this should be an easy no brainer. And we may not do this forever. We may not, this may be too costly in terms of time and energy for Sarah and I to do in the business while running DoorGrow with the hundreds of clients that we have.
[00:18:40] But this is the offer and I think it's an awesome offer. And get in on it while you can. It's really cool. Personalized coaching with the two of us and we get to see inside hundreds of companies. We get to help them figure out how to grow and scale their businesses. And having that personalized time, you're going to get some value and you'll be able to ask questions and we'll be able to move forward.
[00:19:00] Think that's basically it. So if you're interested in this, you can reach out to us at doorgrow.com or message us on social media and we can get you a link to get the call scheduled for your first session with us for this and get you the payment link so you can invest in yourself and invest in collapsing time and invest in moving your business forward with a coach.
[00:19:19] Okay. Yeah. All right. All right. That's it.
[00:19:23] Yeah.
[00:19:23] All right. Until next time then to our mutual growth. Bye everyone.
[00:19:26] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:19:53] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Property management entrepreneurs… how many hats are you currently wearing? It’s easy for business owners to get stuck doing things they don’t actually enjoy doing.
Property management growth experts Jason and Sarah Hull talk about how to get out of the roles you don’t enjoy and into the roles you do.
[03:17] The myth of wanting to clone yourself
[07:51] The pros of a great hiring system
[13:46] Which hat do you take off first?
[17:58] Next steps
“That you need 10 people to clone yourself as an entrepreneur.”
“A generalist that's good at everything is never the best.”
“For every role that exists, there's always a person to fill it who actually really love doing that role.”
“If you have office politics, you've got a culture problem.”
[00:00:00] Sarah: For every role that exists, there's always a person to fill it who actually really love doing that role.
[00:00:09] Jason: Welcome DoorGrowers, to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrower. DoorGrower property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason Hull and Sarah Hull, the owners of DoorGrow.
[00:01:03] Now let's get into the show. All right, so we released a funny video. So if you have not seen any of our funny videos, we put out quite a few of these. We have a whole playlist of them on YouTube. You can go to youtube.com/doorgrow and go to our playlist and look for our playlist of funny videos. Our newest funny video that we released is all about hats.
[00:01:28] It's got a whole bunch of hats and it's silly, and I'm putting on different hats, and so if you want to laugh at me. Go check that out. we thought we would talk about this idea today. So what's the idea?
[00:01:40] Sarah: So the idea is are you wearing too many hats, aka are you filling too many roles in your property management business?
[00:01:50] Jason: All right, so when you first start out, you have to wear every hat, right?
[00:01:55] You do everything in the business because it's all on you. You're like, "Oh, let me send that over to my maintenance coordinator... who's me. And let me get that over to my bookkeeper... who is also me. And Oh, my receptionist will answer my calls for me today because that's me." What are some of the hats that property managers are wearing.
[00:02:15] Sarah: There's so many of them. Let's see. There's maintenance coordinator, a leasing agent, there's usually the bookkeeper, whoever's going to handle finances, there's of course the CEO who's going to set the vision of the company, there's the operator who's going to do things on the backend, there's the salesperson or the BDM, there's usually like a property manager, there's sometimes assistant property managers... As companies grow, they sometimes get tenant coordinators or client coordinators like just to handle like tenant or client communications. But when you start out, like all of this is usually you.
[00:02:55] Jason: One of the things that I hear a lot from early stage entrepreneurs, people that are just getting started is they're like, "I just need to clone myself. I just need to find somebody else. Just like me." And so this is the big mistake that everybody makes initially in hiring. It's everybody does it like we all go and try and find somebody like ourselves.
[00:03:15] That's what we think hiring is. We think hiring is cloning ourselves. The challenge with that is that the clone myth, as I call it, the reality is that you need 10 people to clone yourself as an entrepreneur. You need a different person for each hat.
[00:03:32] Because if you find somebody that is as adaptable as you and that can do everything like you and is driven like you, guess what they're going to do? They're going to do what you did and they're going to leave and go start their own company. I've seen this over and over again where people hire a clone and the clone does exactly what a clone would do. They become like you and they leave and sometimes take your clients and start their own business and become your competition. And so we don't want to fall prey to the clone myth. We want to find specialists that we can give pieces of what we do or hats to that are really good at that particular hat and a generalist that's good at everything is never the best.
[00:04:17] You are not the best at every role. You probably think, "nobody else could do it as good as me." This is the other belief that early stage entrepreneurs say. "Nobody else can do it as well as me. I might as well do it myself." And that's a trap. It's a trap that keeps you doing everything forever. And if you believe that, then that means you will by default be comfortable getting crappy team members that are worse than you at these hats.
[00:04:42] Because if you believe that you're the best and nobody else could be better than you, then you will go hire people and you will tolerate people that are worse than you at these particular roles. And then you'll be frustrated and I have a team of people that are better at their particular roles than I would be and this gives me a lot of confidence being able to let go of stuff. Like Sarah is way better at the details way better operations way better at putting things together. Like you've significantly improved the business and she's better at all of those things than I am and there's things that I'm better at than Sarah, but that allows me to stay in those areas I get to stay in those areas where I am better at those things than Sarah and then we have different team members Adam, and Mar, and they're all better at their particular tasks than I would be.
[00:05:31] Sarah: Or I would be. Yeah.
[00:05:33] Absolutely. And that's what you want, is you want someone who is better at whatever this is than you are, especially if you don't enjoy it. So if you've got things in your business that you're holding on to and you think, "oh, I'll just never find somebody who loves maintenance coordination. Like who on the world would love to do that job because it's horrible?" Somebody will love it.
[00:05:59] Somebody who likes details and organization and they like having a plan and a structure and a system. There are people who function that way and they really enjoy that. And it's so funny because Jason was like, "for every role that exists, there's always a person to fill it who actually really love doing that role." And it's true. It's really true.
[00:06:22] Jason: That's a good point because early stage entrepreneurs also believe that because they hate doing something like if you hate maintenance coordination, you're like, "man, if I never have to do another maintenance escalation or talk to a tenant again, I'd be so happy."
[00:06:37] A lot of times entrepreneurs believe that means nobody else would like it either. It's really a self centered, self centric view to believe that the rest of the world are like you. They're not. Like one of my mentors would say, there are people out there that like changing bedpans, you know?
[00:06:52] And I've said that to some people that were nurses or something like that. And they're like, "yeah, I do. I feel like I'm helping them."
[00:06:58] And I'm like, "that's great. I wouldn't want to do that.
[00:07:00] Sarah: Like Evelyn, she says, "I don't like the changing of the bedpans, but I do like that when I do that, I know that I'm helping somebody who can't do it for themselves."
[00:07:07] Jason: Yeah. And so she's happy to do it.
[00:07:10] Sarah: You can't pay me enough money in this world to change a bedpan.
[00:07:13] Jason: There is not enough money in this entire universe. That's my sister in law. And yeah that's wild. And so I want everyone listening to believe that there are people out there that can do the things that are your minus signs.
[00:07:26] You can find people that's their plus signs and they will do it better than you. If you believe there are people out there that can do it better than you, there's a lot of dinosaur bosses. This is how you know you're a dinosaur boss. If you're the person that just believes everybody in the younger generation is terrible and there's no good hires out there available and nobody wants to work, then guess what you're going to find and attract when you go onto your job search?
[00:07:51] There are great people out there. And if you build a really good hiring process, you can find and attract them. But the great people don't want to work for a dinosaur boss, like somebody that just believes that 'if I pay you, you should just do it and you should just like it and just suck it up.'
[00:08:06] Because that's not very inspiring and people have options nowadays. They don't have to stay at a job very long. They can go work elsewhere. And the way that we retain team members is we create a culture of people that all share the same vision, same mission to transform property management, business owners.
[00:08:23] And because we hire specialists and hire people that are really dialed in personality wise for that particular role that we know they can be great at it. And because each of our team members are great, it creates this sense of mutual respect on the team. Everybody on our team likes each other. Yeah. And they respect each other.
[00:08:42] And in our daily huddles, they're like celebrating each other and sharing, like pointing out how awesome different team members were because they can see that these team members are really good at the things they do and it's things they're not good at or wouldn't want to have to do.
[00:08:57] Sarah: Morgan just said, I think, when she came back from leave, I was catching up with her. And then she was on some coaching calls with clients and she shared part of it with me. And I just had this conversation with one of our clients, and she said, "everybody on our team. I love them. Like I really like these people. I work with them every day, but I really enjoy working with them." And she said, "if anybody on the team came to me with any task and said, 'Hey, like I could really use your help on this.'" She says, "I would do it in a heartbeat. I wouldn't even flinch. I would do it in a heartbeat and I would want to do it because I care about these people and I want to help them."
[00:09:34] Jason: And that's because we've created a culture initially entirely around what I want. Like I as the visionary gets to set the culture of the company and I created values and everything.
[00:09:47] Now, when Sarah became an owner, we took a fresh look at them. And we revisit them and then I don't think we really changed much.
[00:09:55] Sarah: No, we didn't. I gave her an opportunity to have input, but...
[00:09:59] would you, if I wasn't a value match, would you have brought me into the company? You wouldn't have hired me, but nevermind ownership of the company. You don't give ownership of a company to somebody that's like not a culture.
[00:10:10] Jason: If you weren't a value match, we probably wouldn't be married. And so this is the thing. There's a lot of couples in property management. I've noticed we get a lot of couple clients, husband and wife teams.
[00:10:21] And it's very typical that the husband is more visionary, sales, wild, cowboy, entrepreneur and that the wife is like stable, crusher of all hopes and dreams, just kidding, grounded, practical, make sure everything works operator personality type. Yeah.
[00:10:38] Sarah: Sometimes we do see, they're like, "we're going to do this crazy big thing!"
[00:10:41] And operators were like, "we can't afford that. Cool, but that sounds really insane. So what can we actually do and how can we actually make it happen?" So like we are the ones who make sure that things happen instead of just,
[00:10:57] Jason: yeah.
[00:10:57] Sarah: We're not the crusher of the dreams.
[00:10:58] We're the dream makers.
[00:11:00] Jason: They're the dream. Yeah. They bring it into reality. The "maker-happeners". ,
[00:11:04] That's good. That's really good.
[00:11:05] Sarah: It's so good. Madi's going to laugh so hard when she's editing this. She's going to go, "that's not a word."
[00:11:10] Jason: Maker-happeners.
[00:11:11] Sarah: The word now, Madi.
[00:11:13] Jason: This is my Maker-happener.
[00:11:15] And yeah, we've got this mutual respect that exists on the team, and if you don't like your team, be honest. If your team increases your pressure and noise, if they stress you out, if you are frustrated at your team members, you have the wrong team and it's your fault. You created it, you allowed it, and you kept these people because you probably thought that's just how business works or that's what's available.
[00:11:40] Sarah: Even if you're like, "Oh no, I like everybody," but does everybody like everybody else? Because if your team doesn't like each other, how quick do you think they're going to be to really jump in and help the other one? Because everybody needs help at some point.
[00:11:52] Like deadlines come and things happen or whatever. Like summer happens and we're like, "Oh my God! I thought like I had more time on this and all these leases are due. Can somebody help me?" There is going to be a point in which someone on your team needs help from somebody else that doesn't usually do that thing.
[00:12:07] And if they don't like each other, they're not going to help each other. They're going to go, "Oh yeah, look at Susie. She can't even do her own job."
[00:12:14] Jason: Yeah. If you have office politics, you've got a culture problem. If you've got you may have team members that secretly don't even like you and you may not know it, but you can tell. You can feel it.
[00:12:25] Most employees probably here in the U. S., that standard American employee doesn't really like their job. They just want safety and certainty. They want stability. They're not there because it's giving them a sense of fulfillment, freedom, contribution, support. It's like the best thing and they love it.
[00:12:41] So that means they're B players. A players are what we have on our team at DoorGrow. B players are what one of my mentors called hiders. Their secret goal if they were really honest would be to do as little work as possible, get paid as much as possible, and then they go and complain about you and live for the weekend.
[00:13:02] And so if they love the weekend way more than they love their day-to-day, there's probably a problem. Like you want team members that are like, "man, I'm really excited. I love getting to do what I get to do." If I didn't have the role that I have or get to do what I get to do, I would feel probably lost, depressed, and bored out of my mind.
[00:13:23] I love getting to do what I get to do. And my guess is that most of the people on my team would probably feel that same way. If they just had nothing to do. So I don't know, maybe there's some that would love to just not work ever a day in their life. I don't know. But for me, that would be crazy.
[00:13:39] Sarah: Not anymore.
[00:13:40] Jason: So what else can we talk about related to getting rid of these hats? Because in the beginning they're wearing every hat. How did they decide which had to get off first?
[00:13:49] Sarah: What are the things that you like? Because those are the things you should keep.
[00:13:54] And not just "Oh, that's annoying," or like "it's okay, but I don't love it." The things that you really don't like, the things where, like for me it was talking to tenants, that was what it was for me, and sales. I hated sales. I hated doing sales. I was really good at it, but I just, I hated it. Look at, the things that you do and the things that you like, you tend to get them done pretty quickly. Yeah, if you like going through emails. You're going to do that and there's going to be very little friction there.
[00:14:23] No one's going to have to say "Oh, did you check your email?" But if you hate going through emails and you're like, "oh my god. Like why is email even a thing? I don't even know why we have to do this," You're going to procrastinate. Yeah. It's going to build up and you're probably not the right person to be doing it.
[00:14:41] Jason: Yeah. If there's anything that's been on your to do list for more than a month, it's probably because you are not the person that should be doing it. That's a pretty big clue. One of the big mistakes I see people make when getting their initial hire is they try and find team members to wear multiple hats.
[00:14:57] They're like, "I'm going to get an appointment setter slash assistant."
[00:15:02] Sarah: My favorite is, "my operator is also going to do sales for me."
[00:15:05] Jason: Oh yeah.
[00:15:06] Sarah: No, they're not.
[00:15:08] Jason: And why that's a problem is these are opposite personality types. If we're picking people that are two different personality types. If we're giving them a role that's two different personality types, then we are setting them up for some sort of failure.
[00:15:21] And they're not going to really do well at the one that is not their personality type. And so we need to make sure we're not throwing multiple hats onto a person. We're trying to offload multiple hats that are different personality types. It's not going to work. We need specialists that are the right personality for the role.
[00:15:39] So at DoorGrow, we are experts on matching the right personality types, knowing the personality types that you need for particular roles. There's a certain personality type for a BDM, for an operator, for a receptionist, for maintenance coordinator, property manager, leasing agent.
[00:15:54] There's certain personality types that are good at these. And if you hire based on skill, you will miss the personality. And so hiring based on personality and based on culture are more important for the team and for the role. So usually the first person that we recommend in our DoorGrow code that most entrepreneurs get initially to get the most leverage would be an assistant.
[00:16:19] Like maybe around 50 units, you should have your own assistant. But we've got clients that come to us with hundreds of doors and they still don't even have an assistant for themselves. They just keep hiring to take care of the business while not taking care of themselves. So they're not really taking hats off or giving up stuff.
[00:16:35] They're just helping the business out. And so they end up more and more stressed the bigger the team gets. So a big piece of this is you need to make sure that you are taking care of yourself and the way we help our clients get clarity on themselves in clarity on what are their minus signs versus their plus signs, what they, what drains them versus what gives them energy is by doing a time study.
[00:16:57] And this gives them a lot of clarity on how do I get to the next level? How do I offload the negative things so that I can spend more time in my area of genius and wearing the hats that I want to wear? And then we build out job descriptions and et cetera. So we have this whole process for taking entrepreneurs through to give them a lot of clarity.
[00:17:14] Then later. Maybe around 200 plus the most important hire that you will ever make in the business will be to get an operator. If your spouse is already an operator, then you already have the most important person that you will ever bring into the business on your team, which is amazing and awesome. This person needs to be very intelligent.
[00:17:34] They need to be sharp. They need to be driven to getting systems and processes dialed in. They want to see the business succeed. They handle all the details. They make everything work and they make sure that the team makes everything work. And this allows you to spend more time in the visionary role or in the sales role or whatever it is as a visionary entrepreneur that you really enjoy.
[00:17:55] All right. Anything else related to hats?
[00:17:58] Sarah: So I think if you're listening to this and you're going, "yeah, but I'm still doing all this stuff and I would like to offload that, but I don't think I have the money to offload that," because this is what we hear next is, "yeah, that would be great, but I can't afford it. I can't afford to hire, two or three or eight people."
[00:18:18] Jason: So we have processes for this, but we have to back you out of the corner. You've painted yourself into, so first we do need to get you clarity on what you do enjoy and what would make you more money because it doesn't make sense to go get somebody if you could create more leverage, right? And so sometimes it's about creating more leverage related to time right now. So we have processes for helping you get even more done. Like one of my clients did a time study and recently and said that he had found that he was spending an hour after three o'clock, he was spending an hour to get things done that took him 10 minutes in the morning.
[00:18:56] And so part of it is just clarity on your circadian rhythm, your time, like your energy, whether you're getting good enough sleep. So we worked on some hacks to increase his brain's bandwidth so that he could do more later in the day and get a lot more done. This may triple the output of what he can accomplish.
[00:19:15] Then we have processes like daily planning time studies. We have these different things that help you get more yield from your day. We have a training called the priorities training. It talks about how Sarah was able to run her business with over 60 percent profit margin with only one part time person up to 260 units.
[00:19:34] Which is crazy. They add units too.
[00:19:36] Yeah. C class properties. Yeah. In a rough area. Yeah. And she was able to reduce a lot of the communication, a lot of the friction and systematize the business so that it could run very efficiently. And so we train clients on how to do that. We get people come to us and they're like, "I'm burnt out at 50 units."
[00:19:55] Sometimes they're like, "I'm stuck at a hundred units. Like I just can't handle anymore." And you can. There's ways of making this easier.
[00:20:04] Sarah: But you can't give nothing changes, right? So if everything stays the same, you're right. You can't, but you need to make some changes probably to yourself and in your business.
[00:20:15] And then all of a sudden it will allow more space and you'll be able to add on more units.
[00:20:21] Jason: This is where good coaching comes in is we can help you get more yield from your day, create more bandwidth so that you can spend more time growing the business. We give you the strategies to grow. You make more money.
[00:20:32] So a lot of times clients come to us in that scenario. I'm like, "let's create some space and then let's get you focusing on revenue generating stuff. Let's get you making a lot more money. And then let's make sure we hire what you actually need most. So you can spend more time making more money because then you're making smart, strategic moves when you hire. Instead of just hiring what the business needs, which can be really expensive if you make mistakes. And if you get any bad hires, we have a really great hiring system called DoorGrow hiring. One bad hire is going to cost you minimum 10 grand because you're going to spend probably at least three months on them of pay, there's a certain amount of money they're going to cost you and you're going to lose out on because they weren't generating revenue or helping to keep revenue. So there's a lot like bad hires are one of the most expensive and costly things you can do and it eats up your time, which is the most valuable resource in the business.
[00:21:24] When you're onboarding and training somebody that's never going to be good at it. And so we can help with that as well, helping you get really good team members and collapse time on hiring. We've helped companies replace entire teams, cut their staffing costs in half like overnight, she does this stuff and and build out really good hiring systems and processes so that you can get people quickly and scale quickly as you're adding doors.
[00:21:49] We have the stuff to help with all of that.
[00:21:51] Sarah: We do. Cool. If you're hearing this and you're like, "man, that would be really nice, then you should reach out. Contact us. Get on a call. Go to doorgrow.Com. You can see what we're all about, what we do. You can book a call. If you're like, "hey, this is for me and I'm ready to go right now," cool.
[00:22:06] Sign up. Join our mastermind and you'll have some awesome coaches to support you.
[00:22:10] Jason: Yeah. Some of you listening are feeling really stressed out. Every business owner has been there. Some of you listening have felt really stuck.
[00:22:19] It's just things aren't moving forward. You can't figure out why the marketing stuff isn't working. You're not really adding doors. You're not getting ahead. You're getting stressed. You're getting burnt out. You probably cannot see yourself doing this for five more years. And you need to reach out for help.
[00:22:36] One of the most difficult things for entrepreneurs to do in especially early stage entrepreneurs is to humble ourselves. To be humble and to realize we could use some help and ask for help. We just we always think we can handle it all ourselves, like we've got it. "If I just watch enough youtube videos or try and get enough free stuff I can figure out." Or "if I just work hard enough I can save a dollar and do it myself or if I read enough books..." and so our goal at DoorGrow is to help you collapse time and make a lot more money. You can probably figure it all out, and I've seen people work really hard at doing this, but it will probably take you a decade to figure it all out. Whereas we could probably help you figure it out in a small fraction of the time. We've done it over and over again. So if you're feeling stuck or frustrated, reach out to us, let us help you make it make sense financially. We will help you justify the financial expense of working with us because really, a good coaching program should be making you money, not costing you money.
[00:23:40] And if you do what we tell you to do, you will be making more money. Our program pays for itself. This is why we have probably the lowest churn rate in the entire industry. We keep clients because they're winning.
[00:23:52] So reach out to us at DoorGrow. We would love to help you get going.
[00:23:55] Sarah: Be open, just be open to do things a little differently.
[00:23:59] And if that's the case, if you are interested at all in having your company and your business and your life, just be better and different than this might be for you.
[00:24:11] Jason: The slowest path to growth is to do it all yourself or to think you can do it all yourself. That is it for today. So until next time to our mutual growth. Make sure you join our facebook group at doorgrowclub.Com. We have a bunch of free stuff in there and reach out to us at DoorGrow at doorgrow.Com We would love to help you grow your business. Bye everyone
[00:24:30] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:24:57] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
We all catch ourselves saying, “I just don’t have enough time,” especially as a property management business owner.
In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull talk about the excuse of not having enough time and using time more effectively in property management.
[01:25] The excuse of not having enough time
[05:29] You can buy more time
[10:08] Energy management vs. time management
[13:23] Doing a time study
[16:04] Don’t fight your natural energy level
“It's not actually true to say we don't have time. What we're really saying is, ‘This is not a priority for me right now.’”
“Time is a currency you can buy.”
“You should not be trading your time for money. If you own a business.”
“It's really about energy management, not time management when you're an entrepreneur.”
[00:00:00] Jason: It's really about energy management, not time management when you're an entrepreneur. It's about managing that currency of energy. And what I find is we have endless amounts of energy if we're doing the things that we love, that we enjoy doing.
[00:00:15] Welcome DoorGrowers, to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrower. DoorGrower property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason Hull and Sarah Hull, the owners of DoorGrow.
[00:01:09] Now let's get into the show. All right. So the topic we discussed last night about talking about on the podcast today is time.
[00:01:20] Time excuse. "I don't have enough time."
[00:01:23] We hear this a lot. Every day. "I don't have time. I don't have time. I don't have enough time to do this." So we're talking about the time excuse and You know sometimes... we've got this amazing mastermind. Sometimes clients want to cancel. And we have a really low churn rate. We keep clients, so we're usually surprised when somebody wants to cancel. And when we find out and ask why, we got this from one of our mentors, but we now ask the question, "is this a time thing or a money thing?" Which has proven to be really effective because a lot of times it's just a time thing and time is easily solvable.
[00:01:59] If it's a money thing, then that's easily solvable too. That's easily solvable too. Just a different route. That's all. So let's talk about time. I've got two clients right now actually that it was a time thing and they're still staying in the program and it's very easy to keep people in the program if it's just a time thing because they're always like, "Oh, we love the program. I just, I don't have time to do all this stuff right now." So what do we say about time?
[00:02:21] Sarah: So this is, I think the thing that I hear the most from property managers. Period. Just, especially in this business is, "Oh my God, I just don't have time for anything. Like I feel like I'm spending my whole day working," and we'll come across clients who are working anywhere from eight to 16 hours a day and that's normal for them.
[00:02:45] Jason: Yeah. So it's our job to get them out of that. Yeah.
[00:02:49] Sarah: If you're working eight to 16 hours a day, I'm talking to you.
[00:02:53] Jason: So we have a training that we did once called the priorities training, and it was all about time really. But the reason we called it the priorities training is because saying, "I don't have time," is a very victim sort of phrase.
[00:03:05] It's not actually true. You can't legitimately go to any other human being on the planet and say, "I don't have time" when we all are allotted the same number of hours in a day. We've all been given the same amount of currency each day. What's different though, it's not actually true to say we don't have time.
[00:03:23] What we're really saying is "this is not a priority for me right now." Or our priorities are just off. So it's really more about priorities. The more honest answer is "I am not making time for this right now because I'm prioritizing something else." And so if you're the type of person that goes around saying, "I don't have time. I don't have time for this," then you are using victim language. This is not effective language if you want to actually be in control of your life. You recognize that you are the creator of your universe, your life, your world. Like you have choice, right? And to walk around saying, "I don't have time" is like putting on the blinders and saying, "the world just takes control of everything I have to do. I have no control of my life," right? You're not a slave. You're not a servant to somebody else. You have control and autonomy over your time. And so you're just making choices. And so the more honest answer would be not to say, "I don't have time," would be to say, "I'm choosing something else right now," right?
[00:04:25] Be honest about that. If what you're spending, what you think you should be spending your time on is not really your priority, then maybe you're not really being honest with yourself. Maybe your priority is something else. Maybe your priority right now is family. Maybe your priority right now is another business.
[00:04:39] We run into this with clients sometimes, their priority is their brokerage. And they're doing real estate deals. It's not the property management side.
[00:04:45] Sarah: And in the property management side, sometimes their focus is the property management side, but they're prioritizing all the wrong things.
[00:04:53] Yeah. They're prioritizing all the little things that the day to day tactical work that has to be done. It has to be done by somebody, but it doesn't probably have to be done by you, right?
[00:05:05] Jason: So what I find is even the two clients that I'm coaching right now helping them get out of this time sort of constraint, they both have assistants, they have team members.
[00:05:14] They have an assistant? Yeah, they have assistants. And so what's really funny is that when we say we don't have time and then we are paying other people for their time so that we can have more time, then we're missing something. We're not doing something effective.
[00:05:29] Sarah: Time is a currency you can buy. Yeah. So to say, "Oh I don't have enough time." You have the same amount of time that everybody else has. Some people are just more effective with their time than others, which is why they're able to do so much or do so much so quickly or be so successful. However, with time, that's the beauty of it is you can literally purchase more time.
[00:05:50] You can purchase time of another human being. Yeah. To help move your business forward.
[00:05:54] Jason: So one of the concepts that I got from one of my mentors in the past, Alex Charfen, he shared this concept called the five currencies and the five currencies that you have to invest in your own life and in your business are time, energy, focus, cash, and effort.
[00:06:11] Now, I believe the most important of those, the scarcest resource of all those is time. We're all going to die. Time is the most significant currency. Time is the most significant currency. It's the most limited. We can do a lot of things to try and have more time and live life a little longer.
[00:06:31] But time is a limited currency. The other ones. We can maximize, but we can't generally do a whole lot to maximize time. We can do a lot to shorten it. So we buy time, right? What's crazy to me though, is that when people start working, they don't have a lot, right? When people start into the workforce, the one thing they can sell though is pieces of their life.
[00:06:54] They can sell time. So it's pretty wild that I can go out into the marketplace. And I can buy people's time. Like they will pay, like I can give them money and they will give me chunks of their life. They're like, "here you go." As a business owner, we want to get out of the trap of being paid for our time.
[00:07:12] We don't want to be paid an hourly wage or being taking care of like hourly. We want to get out of the time trap.
[00:07:20] Sarah: You should not be trading your time for money. If you own a business.
[00:07:24] Jason: Smart business owners are buying people's time with money and not giving their time for money. And so we want to shift that as a business owner and property management is a great business model for that. You can create a lot of leverage. You can build up a lot of doors in your portfolio, and it's not about time. It's not about, Oh I have this many hours. It's all me, right? You can systematize the business. You can get other people to do things for you.
[00:07:45] And so we want to. I want to make sure that we make time something enjoyable. And so we've talked about the four reasons before, but we want to make sure you have more fulfillment in the time that you're spending, that you have more freedom, more a sense of autonomy, more a sense of contribution and more support from your team, right?
[00:08:06] The four reasons. And then there's a fifth reason of safety and certainty. So we want to get more and more of those as the business progresses and as we grow in the business and as we grow in entrepreneurship. But a lot of business owners end up with less and less time, less and less fulfillment, less and less freedom, less and less of a sense of like of contribution.
[00:08:27] And they then burn themselves out even as they build a team. So we want to make sure that we don't do. But what are some of the time excuses or time challenges and then maybe we can talk about how we deal with those briefly and how to get
[00:08:41] Sarah: out of it. I think what's probably. Because there's a gazillion excuses you can come up with, right?
[00:08:47] Leases take forever or tenants always call me or what, whatever it is. And every in, in every business, there's always going to be an infinite number of things that can just eat up all of your time. That's how it works in every business. This is how it works. What we need to do though, is really figure out what are the things that I actually enjoy doing and how can I do more of those things?
[00:09:08] And then the things that I really hate doing, how can I do less of those things? So how would the time that I have, and if I'm willing to invest, because every minute that you put into your business is an investment. So if you're willing to invest eight hours a day in your business, and if you're working for someone else, it just means you're investing eight hours a day into their business, right?
[00:09:31] So you might as well invest in your own. So if you're investing eight hours a day into your business, what can I do in those eight hours a day to really make a difference? And what? In those eight hours a day, can I do that's going to make me happy? Because if you're spending eight hours a day and you hate every minute of it and you're going, "oh my god Is it five o'clock yet? Like I can't wait for this to be over. Is it the weekend yet? Because I can't wait for that to be done," Then you're probably doing the wrong things in your business, and you need to be able to purchase somebody else's time to offload those things that somebody else would actually enjoy doing
[00:10:08] Jason: So it's really about energy management, not time management when you're an entrepreneur.
[00:10:13] It's about managing that currency of energy. And what I find is we have endless amounts of energy if we're doing the things that we love, that we enjoy doing. It like gives us energy. Those are our plus signs energetically.
[00:10:26] Sarah: If you're charging our batteries at a party and they just go. The party is done and they're still gabbing away and they're like handing out, whatever and they're like, "oh, let me get your number Oh, let me hook up with you and let me like get-" It's like "guys, wrap up." But there's like that one person who's still going and it's like you have to kick him You're like I don't care where you go. Just don't go here anymore. Go take this elsewhere That's because they really enjoy that. They're like in their element. They're like, "I love talking to people. I love connecting with people. I love networking. I love this. They can do it all day long." Me, I can't do that because I'm much more of an introvert.
[00:11:04] So the things that you really enjoy truly will energize you. And you'll find them fun and you want to do them instead of just constantly checking the clock. "What time is it now? How long? Oh, geez. How many more calls do I have to do? Oh, I have to do two hours of calls a day. Ah, crap. All right. Like maybe I can dial real slow."
[00:11:20] Jason: Yeah. And so I think one of the mistakes we make early in the early stages and entrepreneurs, we assume that we need to find people like ourselves. Or we just do because we like ourselves to some degree. But we want to find people that their plus signs are our minus signs, right?
[00:11:37] That's where they're a match for us, right? So there are a lot of things that Sarah enjoys that I do not enjoy. He would not. And there's definitely things that are the reverse. right? And you want to find and build a team of people that basically are happy and enjoy your minus signs and are not like you.
[00:11:58] Instead of making the assumption, "this sucks, and now I got to find somebody to give this sucky thing to, because I hate maintenance coordination. And now I got to find somebody else that's going to hate it." When you make those assumptions, then you sometimes attract people that are like you and that hate it. But you need to find people that's their plus sign. So we can keep everybody in your team in their plus signs. And if you're not in your plus signs, your team members definitely aren't. It's just really rare that you'll have a business owner that's absolutely miserable, they are holding onto all these hats and things they don't enjoy wearing... so we got to make sure that we move the things off our plate onto people's plates that enjoy it, but you cannot build the right team for you around the wrong person.
[00:12:38] You have to be showing up as the right person. You have to constantly be moving towards your plus signs. So how do we get you out of all the minus signs and focus on the plus signs? So these two clients, I've got them doing a two week time study right now. And this is the foundation.
[00:12:51] This is the foundation of getting clarity on what things do I enjoy and don't I enjoy because sometimes as entrepreneurs, we just tolerate a lot. It becomes white noise. We just do what we feel like we're supposed to do. " I'm the boss. I have to do sales or I'm the boss. I have to do the accounting" and there's really nothing you have to be doing in the business.
[00:13:09] Sarah: And just because you can do it doesn't mean you enjoy doing it. So can you fill all the roles in your business? Yeah. Because at some point it was just you. So of course you can do it, but it doesn't mean that you like doing it.
[00:13:23] Jason: So they're doing their time studies and they got to do it for two weeks because the first week they learn a lot of things.
[00:13:27] Like we found three major problems in my coaching call with one of the clients that's been doing his time study already for a week, three major time problems. Like one was he was spending an hour to do something after three o'clock. It was taking him an hour to do something that takes him 10 minutes to do in the morning, right?
[00:13:44] So we talked about. His time and how he's becoming less effective at the end of the day because his brain chemicals aren't properly functioning. And then it related to sleep. And so then we were like, "okay, we've got to figure out some hacks for sleep. How do we get the circadian rhythm?" Because he believed his rhythm was messed up because of like working nights previously for a long time. So he had this belief that he was on a schedule. I'm like, "okay we can get your body on a different schedule and affect the circadian rhythm by using light, sunlight in the morning and stuff like this" and some other hacks. So we got into that and that he had two other major issues and he wasn't leveraging his assistant properly. He wasn't doing daily planning. And these are super easy things to install to create a lot more productivity and a lot more space and to actually leverage the team members that this particular client has.
[00:14:34] And so the second week of his time study is going to look very different than the first week. Now, the other mistake we make when it comes to time is our team members will say, "I don't have any more time. So when your team members say that, what I find is it's also still a lie, right? And so usually, I'll have my team members do a time study to prove it.
[00:14:53] And usually the first time study that a team member does, they magically have 30 percent more time available. Almost always. So it usually takes about two or three time studies before they legitimately need an assistant or some support or you need to hire or get some help or advice, get some software or whatever.
[00:15:11] But after you do a time study, a lot of clarity comes out. You're like, "why are you spending four hours doing this?" " This happens and it does this." And you're like, "cool, let's solve that problem." So you'll be able to use your creativity and your innovative mind as to solve problems time wise for your team members.
[00:15:27] And this allows you to get a lot more yield from your existing team, rather than just assuming because they're busy that they are productive and they are doing everything that you need them to do and that you need to go hire more people because then you artificially are building out a much more expensive team than you actually need.
[00:15:47] It's not based on proof or reality and the evidence or proof that you need an assistant and what you should have your assistant do. And that eventually that. Assistant or team member needs their own assistant is all should be based on time studies should be based on looking at time
[00:16:04] Sarah: You brought up something you touched on it really quickly that I've taught on this on the scale call I think a few times is figuring out what your energy levels are like and don't try to fight your body like literally every body is different.
[00:16:19] So some people they're morning people like this one. Some people are not like me. So if you feel really energized in the morning, then utilize that time. And use that time when you feel fresh, when you feel energized, when you feel like, "Hey, I'm like, good to go," use that time to do the most, either the most difficult thing or the thing that's going to take the most amount of brain power.
[00:16:46] Or if you're doing something like sales and you feel like you're in your element, do it then. And if you're more like me where I'm more effective in the afternoon, then. Shift those things to the afternoon. But a lot of times people, they go, "Oh, I have to do this. And it's like sales secrets will say that the morning is the best time to do this, so I must do this in the morning." If you're trying to fight with your own body and your own rhythm and how you're feeling, if you're trying to do sales calls and you have low energy and you feel like "I just, I don't want to do this. I feel like I'm either not ready for the day or I'm done for the day."
[00:17:24] You're probably doing it at the wrong time. So the tasks that are going to take a lot of brain power. Don't try to force yourself to do them when you have really low energy levels because it will take a lot longer and you're probably going to make a lot of mistakes, whereas otherwise you can just fly through it.
[00:17:41] Maybe you know that at least like the back of your hand, it's no problem. But if your energy levels are low or if you're feeling off, then you have to maybe double or triple check some things.
[00:17:51] Jason: You bring up a really good point. These two clients that I'm coaching, we talked about daily planning.
[00:17:57] So daily planning is a great way to get more juice from your day and set the intention, but daily planning. I'd like to do the daily planning in the morning because that's when I'm freshest, I have the best ideas. I can think through things. But for some they probably should be doing it in the evening because like they can't go to bed without unloading their brain.
[00:18:18] I can just shut down. I just go to sleep. I don't worry about a thing. I can just go to bed. I'm like, it's bedtime. But for a lot of my clients, a lot of other people, maybe you listening, you might not be able to do that. So you might be like, "man, I just keep thinking about all the stuff." And until you get that stuff out of your head and it's on paper where it's safe.
[00:18:36] They say the Chinese proverb is the palest ink is stronger than the best memory. When we get it out of our head, it reduces our anxiety and we no longer have to worry that we're going to lose that thing. So I use the notes app on my phone. I put notes all over the place. I just get things out of my head.
[00:18:52] So daily planning is a great process to unload everything out of your head. So that you can go to bed and get some good rest. And so for one of the clients, that was what I advised. Do your daily planning in the evenings so that you can go to sleep, get good sleep and wake up in the morning and you already have a plan and you're ready to attack the day.
[00:19:10] And then you will know how to leverage your assistant. You'll know how to leverage your team members because you made a plan. And the next step in getting a big to do list is to give it to your team members. So if you have two, three team members, like this client did, then they can give these to their team members, anything that they can so it's not sitting on their plate, eating up headspace and stressing them out, and taking up their day and so then they're able to give up some of that time chunk to somebody else to eat. So cool All right. Anything else we should say about time or this time? Excuse and how to kill these time excuses so that they should be focused on?
[00:19:46] One of the things I ask the clients I'm like, "cool if we create this space if we you are able to give more to your assistants and you free up your time and you've got more time... what are you going to use that time for? How are you going to allocate that? What are you going to do that's going to make the business more money or move you forward or make your life better?" And so I think that's the other thing is we need to have a plan for what are we going to do with our time because we have no incentive to create more space or create more bandwidth or create more time if it's just going to mean we're going to be more miserable, right? So we need to figure out what are we going to use this extra time for? It's just like making money. You need a goal. Like "I'm going to go buy this nice car if I make more money." So it's going to motivate me. You need some sort of motivation. What am I going to do with this extra time? If you enjoy doing sales or growing the business or business development, that might be a really great place to invest that time because then it's going to make you more money and which you can use to buy more freedom. Maybe it's to get a BDM because you don't like doing sales, something like that.
[00:20:43] Sarah: So once you free up your time, then you have offloaded a lot of the things you hate, you have some extra time, and now you can decide "what do I actually want to do with that time?" Because if you don't wake up in the morning and go, "what do I want to do with my day today?" Then you may have a time problem.
[00:21:00] Jason: All right. So for those of you listening, if you're like, "man, I'm really been in this time trap. Like I've been stuck doing the same default future for the last two or three years. Every January comes around, I'm like, 'I've got big goals.'" And you still are miserable, you're still wearing all the same hats, you haven't really made progress in adding doors. Then it's time to admit you may need some good advice. You may need some extra ideas. You may need some knowledge outside of yourself. And the slowest way to grow your business is to do it all by yourself. It's time to reach out and get some help and we can help you collapse time significantly and that's what it's all about.
[00:21:42] That's what coaching is all about is collapsing time, helping you find ways to just shorten the time of learning, the time of making mistakes to learn, the time of figuring things out, like what actually works, what gets results, what helps you outdoors quickly, how do we lower costs? So we want to help you figure that out.
[00:22:00] So reach out to us at DoorGrow and go to DoorGrow.com. Until next time, everybody to our mutual growth, bye everyone.
[00:22:07] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:22:33] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
At this point in the year, it’s still early enough to make some plans to level up your property management business. One of the best ways to learn new strategies is by masterminding with other professionals.
In this episode, property management growth experts Jason and Sarah Hull talk about the importance of strategic time as a business owner as well as some upcoming events for property management entrepreneurs.
[02:06] The concept of your default future
[06:43] The four reasons for having a business
[10:26] 2024 events for property managers
[16:51] Why masterminding matters
[19:44] The ultimate event for property management entrepreneurs
“If you're working with any business, they should be helping you change your future outcomes.”
“Worse is still different, but not probably the change we were hoping for.”
“I never want to be the smartest person in the room. If I am, that means I'm in the wrong room.”
“They say you're the sum of the five people that you are around the most or something like that, but I think your business will be the sum of the five property managers are the most connected to.”
[00:00:00] Jason: They say you're the sum of the five people that you are around the most or something like that, but I think your business will be the sum of the five property managers are the most connected to and to be connected in our mastermind to other mastermind members
[00:00:13] Welcome DoorGrowers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you are open to doing things a bit differently, then you are a DoorGrower. DoorGrower property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many real estate think you're crazy for doing it you think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow we are on a mission to transform property management business owners and their businesses.
[00:00:53] We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We're your hosts, property management growth experts, Jason Hull and Sarah Hull, the owners of DoorGrow. Now let's get into the show. All right.
[00:01:11] So before this show, we were talking about what we should be talking about in today's episode. So what are we going to talk about today?
[00:01:18] Sarah: We will talk about getting ready for your 2024 and prepping, getting your schedule ready for some events that we've got coming up.
[00:01:27] Jason: Okay. It is January 26. January 2nd. Sorry. I don't know why I said that January 2nd. What's wrong with you? I don't know. I don't know. I think I saw the clock. All right, so it's January 2nd The new year has just started. This episode will probably come out on the main podcast a little bit later, but we wanted to kick things off for the new year.
[00:01:49] Make sure that everybody gets in momentum. I think 2024 is going to be a wild year. Every election year is. It's going to be interesting. So let's talk about your property management business, how you can get more of what you want and grow. So let's talk about some of the stuff coming up. All right. Where should we start?
[00:02:06] Sarah: Let's first start about talking about what did your 2023 look like? Was it what you wanted it to look like? Was it maybe a little different where there's some curve balls that came at you in the middle of the year and threw the whole plan that you had off balance and if so, what are you going to do differently in 2024?
[00:02:26] So if you change nothing, if you do nothing different, your 2024 will look probably pretty similar to your 2023 if not worse because the market is totally different, at least part of 2023. The market was good. The real estate market was pretty decent. It's not so decent right now. It's a little bit cooler.
[00:02:45] In fact, we're really close to it flipping over to a buyer's market.
[00:02:49] Jason: Okay. And for those of you listening, I think you'll really enjoy this concept. This is one of my favorite closes when it comes to converting people into clients or customers. And we call it the default future versus created future close. So it's important to take a look at your default future is. What you're going to get in the next year, and you can easily base it on what you did the last year and the year before that, and the year before that, you should have a pretty good idea of what your default future looks like. And if you're working with any business, they should be helping you change your future outcomes, right? They should be helping you improve your future. So for you selling to your clients, they should have a default future if they continue to DIY, do it themselves, manage their own property, work with the crappy property manager they've got now, whatever their current future is.
[00:03:36] They should have a different created future if they're working with you and you need to help them see a different alternate future reality that includes you. So we run into people all the time that have had a very uncomfortable default future in property management. They have not grown for the last sometimes 10 years.
[00:03:55] They've struggled. We have a client we just got on. He's been around 50 units for a decade. So that means it's a grind. That means there's a lot of churn, losing a lot of customers while you're adding customers and you're just not growing, right? Some of y'all are down in doors because I've heard the excuse of the pandemic or people, a bunch of my clients sold or whatever.
[00:04:15] So a lot of you might be down in doors. And so your current future, default future looks even worse than last year or the year before, right? So we want to shift you towards a created future. Yeah, so how do we do that. Okay you do that with DoorGrow, right? So we are really good at helping create a different alternate reality for you a different future That includes us.
[00:04:39] And because we've been able to coach and support so many, like hundreds of property management, business owners, we have tactics strategies that we've developed over time that we're always. Honing, improving, figuring out that have allowed us to increase our client's door count, make their operations smoother, improve their team, lower the entrepreneur's pressure and noise, decrease their stress, make the business more fun so they feel like they're more of a business owner.
[00:05:07] And so these are the things that we do. At door girl. All right. And we've got a bunch of events that we do throughout the year that help to facilitate our vision in helping transform property management business owners and their businesses.
[00:05:20] Sarah: Now is a really good time to plan out "what do I want my year to look like this year? Do I want it to look like more of the same? Or do I want it to look different, but positively different" because it can still look different, just maybe worse. Worse is still different, but not probably the change we were hoping for. Yeah. So if you want your business and your life and your income and your team and your day to improve, then you may need to just be open to doing things a little bit differently than you have before.
[00:05:52] And I think being that we're at the beginning of the year, this is a really good time to set some time aside for you. Set some time aside to make sure that you're prioritizing the things that you really want to get out of the business or out of your life. And how do we do that? There's a few events that we have coming up throughout the year.
[00:06:12] You can find all of our events, all of the details on doorgrow.com/events. And that will show you our event calendar. What event, who it's for, what the cost is, where it's located, the dates, all of that kind of information is on there. And if you go all the way to the bottom, there's a quick little video I recorded with even more details.
[00:06:34] So you can watch the whole thing. It's only a couple minutes long, or you can skip to the part that talks about the event you're interested in.
[00:06:41] Jason: Okay, cool. So for this new year, I would like to recap the four reasons, because I think. It's important to take a step back and assess your business through the lens of these four things.
[00:06:55] We have a fifth reason, so maybe the five, but we want to take a look at your business through this lens and make sure you're actually headed in the right direction. Because it's very possible to be making more and more money in your business and become more and more miserable. And that's not the goal.
[00:07:09] We didn't start businesses to become more miserable. We thought we started them to make more money, but what we really want is what more money can give us, right? We're hoping more money can give us more, number one, fulfillment. We get to spend more of our time doing the things we enjoy doing. More and more freedom.
[00:07:24] We feel free. We don't feel trapped. We don't feel stuck. We don't feel like we're controlled. We don't feel like our business runs us. We don't feel like a slave or servant to our business. We feel free, right? Freedom. The third reason is Contribution. So if we have freedom and fulfillment, usually then we want to make a difference to others, right?
[00:07:44] We want to benefit other people too. It's just innate I think in entrepreneurs, we want to change the world. We want to make it a better place. We want to improve things. We see problems and we're like, "I can make money solving that problem, right? That's contribution. That means making a difference to your family, to your team, to your clients, to everybody that you can have impact with and so contribution, I think, is one of the greatest gifts we can give ourselves. It feels really good to benefit others. And then the fourth reason is support. It's really difficult to have fulfillment, freedom, contribution if we don't have a team because then we end up doing and wearing all the hats that we don't want to wear and we should only be wearing the hats. Eventually, if we had the ultimate business, it gives us the ultimate level of fulfillment and freedom. Then we are only spending our time wearing the hats that we most enjoy wearing, which would mean we have a really good team that supports us and they enjoy wearing the hats that they're wearing and they take those off of our plates.
[00:08:41] So we don't have to wear those hats. And so those are the four reasons. Now there is a fifth reason, and this is important to recognize. This is what your team members want more than the four reasons, typically. This is what your clients want often more than the four reasons... they want safety and certainty.
[00:08:58] They want peace of mind. And so this is why a lot of people are willing to give up fulfillment, freedom, even contribution. They're willing to give those up and trade them in order to have safety and certainty. This is why they will go get a job. This is why they want to do what they're told to by maybe the media at times, right?
[00:09:17] They want to be safe and entrepreneurs were a little bit, we're wired a little bit differently. We care more about having our freedom than safety and certainty, but we also want that too. And so having our business built out in a way that gives us all five of those things gives us the ultimate business and it allows us then to make a real impact and to have a really good team and to have less stress.
[00:09:39] And so this is our primary goal with DoorGrow is to move you towards that. So take inventory. How do you feel you rate on each of these five areas right now? Do you feel you have safety and certainty? Do you feel like you have support and a really great team? You really feel supported in your business?
[00:09:54] Do you feel like you've got freedom and fulfillment? You get to do the things that you really want to do. You're really enjoying your day today. You feel like you're making a difference out there and contributing in the best way. If you don't have those things, even though you have a bunch of money coming in or a lot of doors, you built the wrong business.
[00:10:11] And it doesn't mean you need to change businesses or industries. It just means you need to change what your role is in that business. So 2024, let's move you towards more towards the four reasons. All right. So should we talk about some of the events we have coming up? Yeah, let's do it.
[00:10:26] Sarah: Let's talk about the events scheduled for 2024.
[00:10:29] By the time this airs, it'll still be early in the year. So you should be able to mark your calendars for the things that sound interesting to you and make sure that you prioritize your business so that you are set up for success so that you are able to grow so that you are able to get more of the day to day stuff that you just don't enjoy the stuff that bogs you down off of your plate because this is not the life that you need to live, but it's really common for property managers, so make sure that you prioritize this stuff.
[00:10:59] So let's talk about some of the events that we've got coming up this year. What's first? Okay. The first thing we have, this is for our clients only. It's in January this month now. And that is open to all of our current mastermind clients. We're going to San Diego, California. So these type of events if you join the DoorGrow Mastermind, you'll have access to them.
[00:11:20] So what our tribe events are. They're usually smaller events. They're not huge with, like 100 people or more. They're smaller, more intimate events. So if you're a little bit more on the introverted side, then this event might be really good for you because you get to create close connections with people.
[00:11:39] So Jason and I attend these events as well as some of our clients. So you'll get to network and spend some time with other property management business owners. And what we'll be doing, this event, we do a little bit of business and a little bit of fun. So we have some activities planned out there for the day and either before lunch or at lunch or probably both because that's what happened last time is we're going to be, talking shop, talking business, what's working, what's not working, what's your plan?
[00:12:07] What are you working on? How can we help support you in that? So that's our first one.
[00:12:11] Jason: Okay, cool. Now we have some other things happening in January.
[00:12:13] I'll just throw out there. If you're hearing this later and you miss this stuff, we might have recordings that you might be able to get access to if it's one of our public things. But make sure that you stay connected to us, follow us and are connected to us on social media or you're inside our Facebook group at doorgrowclub. com where we broadcast this and stream it live so that you don't miss out each week. January 11th in a week, we are going to do with our clients a jumpstart 2024 call on zoom where you can 10x your year. And we're going to talk about 10xing your growth in your property management business.
[00:12:47] What's next?
[00:12:48] Sarah: Okay. So the next event that's coming up will be open to everyone So if you're currently in our mastermind or not yet in our mastermind, or you were formerly in the mastermind, this will be open to everyone. We have our boardroom event that's coming up March 13th and 14th. It will be in Round Rock, Texas, which is just north of Austin.
[00:13:10] And that event, we actually launched a lot of these events for the first time last year in 2023. We've had some success with them. Clients really enjoy these style of events, so we carried them on into this year. So the boardroom event, it is a smaller event. We will probably limit it to about six clients, like six businesses total.
[00:13:35] For that reason, because we really want to be able to go deep. If the event gets too big, then we have to stay granular and more topical and this event, we call it boardroom because we sit on each other's boards, it's a two day event. And what we'll do is we'll really get in and we'll like tinker with your business and see, where are you spending your time?
[00:13:55] What does your team look like, what does your profit margin look like? What does your revenue look like? Where are you struggling? Where are you succeeding? So we really get in and we go deep with clients on the smaller style events. So spots will be limited. If you're interested in attending any of our events or getting more information, just go to doorgrow.com/events.
[00:14:15] All of the information is there.
[00:14:17] Jason: Yeah. The last boardroom room event that we did was pretty awesome. So everybody walked away with a really solid set of clarity and to do items to take their business to the next level. And what was interesting is, a lot of them were really stuck and couldn't see where they needed to go next.
[00:14:34] And so this allows us the opportunity to really go deep with the business owners. And so they get a lot of value from this.
[00:14:40] Sarah: So that one is coming up March 13th and 14th. It will be in round rock, which is like North Austin here in Texas. That one is very focused on business. So we do break for lunch.
[00:14:52] We do go for dinner. But it's boardroom style events. So we're in session almost all day. It goes from about nine to five
[00:14:59] Jason: is serious stuff. All right
[00:15:01] Sarah: Yes, cool. All right, then this one personally is my favorite is our premium mastermind events we also launched that last year for the first time and This one for me, it's just so fun because it mixes the two things that I love, which is business and travel.
[00:15:16] I'm like all about both of these things. So if you're looking for an event that allows you to travel, do something fun, explore the area and really dive into your business in that same depth that we offer in the boardroom, then this event will be for you. So this we do reserve for our current and former mastermind clients only.
[00:15:38] It's not open to everyone. But what we do is we get a luxury Airbnb or rental of some sort and we will rotate where they're held. This one that's coming up, it's April 9th and 10th. It will be in Bentonville, Arkansas. Very random spot, but the home is beautiful and it's huge. So we'll do some fun stuff in the area.
[00:16:01] What we do, it's about a day and a half event. So we come in, we'll do a mastermind during the day, and then at night we spend some time just, hanging out at the property and getting to know each other and really connecting. It was really interesting because we did this last year in April, and then in May, we had our DoorGrowLive and the clients that attended our premium mastermind, oddly enough, they all also attended our DoorGrowLive, they were like their own little group of people because you just know each other so well, like you've spent time with each other. You really get to know each other's businesses and like business model and what are they doing and what are they all about?
[00:16:39] So it was like so worth it for me. And it was amazing to see that at our DoorGrowLive. So if you are a current or former mastermind client, then. This might be a really great event for you.
[00:16:51] Jason: Yeah. These are super fun. It's more of a more personal, more of an intimate setting.
[00:16:56] We're hanging out together in the same house. And so the conversations are just, they're just really great. And this allows you to create some relationships and friendships. They say you're the sum of the five people that you are around the most or something like that, but I think your business will be the sum of the five property managers are the most connected to and to be connected in our mastermind to other mastermind members and our mastermind members are different. They're just different than the typical NARPM crowd or the typical crowd of people that are involved in property management. They like love what they get to do and they've shifted more towards the four reasons. They have a much healthier mindset because we've installed a lot of mindset things. This is why we want to bring mastermind clients to these, they're just a different crowd and being able to hang out with other people that are playing a similar game that have a similar mindset is just like next level.
[00:17:45] And so the relationships that are created, I think will last a lifetime, which is really awesome.
[00:17:50] Sarah: And I think that's a really good point is there's a lot to be said about who's in your circle and, who you're spending time with. So if your circle is doing things that are either similar or if they're even a step ahead of you, that's fantastic.
[00:18:06] You're in the right circle. So I never want to be the smartest person in the room. If I am that means I'm in the wrong room.
[00:18:12] Jason: I like being the smartest person in the room sometimes, but not all the time
[00:18:15] Sarah: No, it's like when we run the events, yeah. I'm talking about when we attend.
[00:18:19] Jason: Yeah, we invest a lot.
[00:18:20] We invest a lot And we're a part of groups and have mentors that are like beyond where we're at here at DoorGrow. And being able to create that for clients and facilitate that, is really awesome. We love being able to experience that as well. So great leaders, I think are also great followers.
[00:18:36] And I think that's why we're able to deliver so much to our clients is because we go join programs and events and do things like this, where we're the student, where we're learning, where we're connecting with people, where we're masterminding, we want to bring the same value to those that we serve.
[00:18:49] So we've gotten really great benefits. We've done some really cool trips, different places, hang out with other entrepreneurs, and we always get a lot out of it. Even when I don't think I'm going to, I'm like "it might be fun." But then it like, sometimes it's changed my life. It's been really impactful.
[00:19:04] All right.
[00:19:05] Sarah: Next, we've got our DoorGrow Live. Okay. And as an added kicker this year, if you are a current mastermind client in our super system tier you get your own special event. Yay, so we're tacking it on right before DoorGrowLive, that way it's not additional travel, it's not really like hard to do, it's just gonna mash in with DoorGrowLive, so it will be the day before DoorGrowLive, which is, I believe it's a Thursday, it's May 16th, this is for our current SuperSystem clients only, we will be diving into all things SuperSystem, all things operations at this event.
[00:19:41] Jason: Okay. So now DoorGrowLive. The DoorGrowLive is our ultimate event. This is where we get everybody to go, clients, non clients. It's our biggest event of the year. This is fun, interesting. We've got speakers, there's lots of interaction. We've got a lot of fun stuff going on. So this is going to be at the Kalahari Resort in Round Rock, Texas, which is the North Austin area. And it's a super cool resort has a huge indoor water park. It has a bunch of restaurants.
[00:20:11] Sarah: It is Friday and Saturday. It's May 17th and 18th. This is open to everyone. So whether you are a current, former, it doesn't matter. You are never in our mastermind, never a client at all.
[00:20:21] Does not matter. It's open to everyone. This is our big event of the year. So we bring in a bunch of different property managers. We bring in some vendors, we bring in some speakers, like it's a two day event. And we're holding it in again, North Austin. So Round Rock, Texas. And the resort is really, it's really great.
[00:20:43] It's very nice. The rooms are nice. They have plenty of restaurants to choose from. We did our DoorGrowLive last year there, and we liked it so much. We decided to go back.
[00:20:54] Jason: Yeah. Some venues treat you really well and some treat you really not well. And this one was really good. We really liked it.
[00:21:00] Yeah, so make sure you get tickets to DoorGrow live. If you're wanting to just initially put your foot in the toe in the water to see what is it like around the DoorGrow culture? What is it like around DoorGrowers? What is it like around people that are involved in their ecosystem? This would be a great way to decide whether or not you should be spending a whole bunch of money with DoorGrow, right?
[00:21:22] Is come hang out at DoorGrow live and see the magic that's going on and learn about the DoorGrow code, learn about people that are scaling up, talk to people that have their different lanyard colors with their different belt levels. Like we've got a whole program of ascension and, just like in martial arts, and so come check it out.
[00:21:40] It really is a different thing. This is not your usual conference. Let's say it like that. This is like the ultimate conference We've decided like we want to make these the best that we can make them. So sometimes NARPM events are okay and sometimes NARPM events... maybe they're not. Some of them though, we like we've even had clients say well on some of them our event and NARPM event were right at the same time and they said "there's no way I would skip DoorGrowLive to go to a NARPM But what we've done is we've done everything that we could to make these conferences, the best conferences ever for property managers.
[00:22:16] Sarah: There's a lot that goes into it like every little detail that we put into it, we really try to make sure that this is so beneficial and it's the big event of the year. It's open to everyone. So if you're thinking, "Hey I don't know what event I should go to," this would be a really good one to go to because it's so big and there's just so much that goes into it.
[00:22:36] You'll get a lot out of it and it's not the boring conference that you're going to go and sit and fall asleep. And go, "Oh God, is it lunch yet. Can I go home now?" It's not like that at all. It's very exciting. There's a lot going on and we always provide really good opportunities to meet and talk with other people too.
[00:22:55] So it's not just like you're in session all day long. There's a lot of opportunities to network with other property management business owners.
[00:23:02] Jason: Yeah we actively try to facilitate that because we know that that's one of the biggest benefits we've gotten from going to events. It's just the connections that we actively facilitate that.
[00:23:11] I think what makes, the DoorGrowLive events stand out is that it's a bit more holistic. We're not just focused only on property management. We're focused on improving you and your life and focusing on entrepreneurship, focusing on taking things to the next level. So people get a lot out of it and it really can be life changing instead of just business changing.
[00:23:30] Sarah: So that's our big one. Now, if you like vacation style events, this one is a newer one. So we're testing this out this year. This is going to be our first one ever it's DoorGrow retreat. Yeah, so this will mix a little bit of business and lots of vacation style.
[00:23:47] So this is open to your family to your kids to your spouse, whomever wants to join you and let it be like a business trip on a tax write off for sure So we will still do some business stuff and it's vacation style event, and that is going to be July 17th through 21st. And it will be in Punta de Mita in Mexico.
[00:24:10] Yay. Super excited. So you will need a passport.
[00:24:12] Jason: Get those passports ready. Get them now. We're going to mexico. So yeah, and this is gonna be a nice resort.
[00:24:19] Sarah: Oh, it's yeah, it's very nice.
[00:24:21] Jason: We go to nice places. All right. Yeah. Cool. A little picky. All right. All right.
[00:24:25] Sarah: Then, second half of the year, we just mirror what we do the first half of the year. So for a lot of things, not for everything, but for a lot of them, we like to have a spring session and a fall session.
[00:24:35] So our tribe meetup, we do two per year, one in January and then one in September. And again, this is for our current mastermind clients only. It will be September 11th will be our next in person tribe meetup location to be announced. Why? Because if you're a mastermind member, you guys get to submit your ideas and vote on it.
[00:24:52] Then we have another premium mastermind event. So again, spring session, fall session, our fall session will be October 22nd and 23rd. This is open for our current and former mastermind clients. Only this one will be in Water Sound, Florida. We've got a really nice place there lined up. And then boardroom. So again, spring session, fall session. Our fall session will be November 20th and 21st, and we'll hold that here in round rock, Texas. Those are our events that we've got coming up. I'm super excited for all of them.
[00:25:21] Jason: Yeah. I don't know that we've ever talked about all the different events and there's a lot of virtual events and online things we do for our mastermind members as well, besides all of this.
[00:25:29] And we've never really talked about this. I don't think as much on the podcast. So I'm sure there's people listening. They're like, "Oh, I didn't realize DoorGrow did all this stuff or had all this stuff going on." We've got a lot going on. Yeah. In fact, one of the consistent pieces of feedback we get from Mastermind members is, "wow, there's a lot."
[00:25:44] There is a lot. It can be a little overwhelming in the beginning. So we really hold people's hand to make sure they can navigate everything in DoorGrow Academy, all of our events, all the online classes, everything that we've got going on to make sure that it is geared towards what they need most and they don't get distracted by all the shiny objects everywhere.
[00:26:02] So it's important. But if you're interested in any of this. You're interested in coming and jumping into the DoorGrow ecosystem. We have plenty of free trainings we would love to throw at you based on what your current challenges are, so you can get an idea of how we can support you, how we can help you. We've got a lot of case studies and testimonials.
[00:26:18] I think over a hundred now on our playlist on YouTube of our case studies you can check out. See if you can trust these DoorGrow people. And once you're beyond the paywall and you're in with our clients, you'll get it. It's pretty awesome. But between now and then, feel free to join our Facebook group, which I mentioned earlier, go to DoorGrowClub.com and you get access to our podcast live. You get access to our masterclasses that we promote. That are free, you get access to a lot of really cool stuff and we've got a bunch of stuff, cool stuff in the file section there as well. It's available.
[00:26:51] It's a great online community. And if you join it and you have to put in your email address, answer the questions and if we give you access, it's for property management business owners. We reject 70 percent of applicants. So it's a little bit exclusive, which makes it really cool. But if we give you access, you'll also get five emails that are sent to you. Like a fee Bible we're gonna send you gifts, we're gonna send you some free stuff.
[00:27:15] I think we've covered all the events. Sarah's always coming up with more ideas, so there might be more stuff that we're going to be doing.
[00:27:21] But yes, this is a pretty good overview.
[00:27:22] Sarah: If you can give me the opportunity to travel, I'm probably going to take it.
[00:27:25] Jason: She'll add it to the program for sure. All right. All right. So we appreciate everybody hanging out with us. We hope that this has opened your eyes a little bit to some of the cool stuff that's going on in DoorGrow, inspiring you to get plugged into our ecosystem.
[00:27:37] And we are all about helping property management business owners take their business to the next level and grow. And until next time to our mutual growth. Bye everyone.
[00:27:46] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:28:12] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
The property management industry tends to get busier during the Summer months and slow down as the holiday season begins. The colder months are the perfect time for property management entrepreneurs to work on their business instead of in it.
In this episode, property management growth experts Jason and Sarah Hull discuss how utilizing strategic planning strategies can start your year off right.
[01:22] Utilizing the beginning of the year
[05:11] Making a plan “to escape property management hell”
[11:12] Strategic time helps you grow the business
[17:42] Using this time to maintain relationships
“Strategic time is what actually grows businesses.”
“As the world cools down, you should heat up.”
“If you lay the right foundation and you get really prepared during these cooler months, you can have an amazing growth season during this coming summer.”
“There's nothing in the business that you have to do personally.”
[00:00:00] Jason: If you lay the right foundation and you get really prepared during these cooler months, you can have an amazing growth season during this coming summer.
[00:00:11] Welcome DoorGrowers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrower.
[00:00:28] DoorGrower property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:47] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. We are your hosts, property management, growth experts, Jason Hull, the founder and CEO of DoorGrow and Sarah Hull, the co owner and COO of DoorGrow. Now let's get into the show.
[00:01:15] All right. So we were talking beforehand, "what should we talk about on today's podcast episode?" And what did we decide?
[00:01:22] Sarah: We decided to talk about the beginning of the year. And getting a plan together.
[00:01:28] Jason: Okay. So I've noticed over time doing this for over a decade, helping and supporting property managers, that property management ebbs and flows. It obviously heats up in the summer. You can even see this on Google trends. It's funny. If you look at the history for property management as a keyword, every summer it spikes, and then it cools down in the winter, right? In search volume, even though it hasn't grown really over the last decade.
[00:01:54] And so what tends to happen is property managers, business owners, they get really busy during the summer, things heat up, things feel a little bit crazy, and then it cools down, and things get quiet, a little bit quiet. And what I've noticed is then the business owners start focusing on their business.
[00:02:11] Then what happens is some holidays come, they've got Thanksgiving, they've got Christmas, and they start to get a little stir crazy... new years. And what I find is when business owners have idle time on their hands... what do you think they start doing? They start working on their businesses, right?
[00:02:31] All of you crazy entrepreneurs. That's what you start doing. You're like, "I'm going to entrepreneur some more." So you start working on your business even more. And so this is the time, this is the season. It's November 28th at the time we're recording this. And so we just had Thanksgiving and now we're going into these cooler months and there's going to be a slow down, less attention on, the property management stuff for a lot of you.
[00:02:57] And that means you can be a business owner and you can start focusing on your business. Use this time. This is the season. This is the time for you to sharpen the ax, to make the business better, to improve things so that you can tackle and grow in the summer. Summer's the greatest time to be able to expand and grow your property management business.
[00:03:20] There's a lot more turnover. A lot of owners are looking for additional help. They're not wanting to do this stuff. And if you are prepared, if you lay the right foundation and you get really prepared during these cooler months, you can have an amazing growth season during this coming summer.
[00:03:37] Sarah: So this is a really good time when things are slow and quiet and calm, this is a great time to start a new project. Summer not so much. Don't be switching team members, if you can help it. Don't be changing the business. Don't be implementing new systems or "Hey, I'm going to change my property management software." July is not a great time for that right now is a really great time for things like that. The projects that would rock the boat, as I call it in your business, this is a perfect time to do stuff like that.
[00:04:11] Jason: So let's talk a little bit about planning, coming up with a plan. Because if you don't have a plan to succeed and you don't have a system that's going to work for you, then you might blow this season and waste it. And you're not going to have the growth or you're not going to get out of the day to day stuff that you've been holding onto for the last year and the year before that.
[00:04:35] And so the goal of a business, to remind you, is to give you more freedom. It's to give you more fulfillment. It's to give you a sense of contribution. It's to give you what you want and money helps with all those things, but you can make more money and have less of what I call the four reasons of fulfillment, freedom, contribution, and support. You should be feeling more supported in your business the bigger it gets. You should be feeling more of a sense of making a difference and contributing to others. You should feel more of these things. If you're feeling less of these things and it's becoming a grind and you're getting burnt out, you're doing it wrong.
[00:05:11] And so how do we make a plan to escape property management hell?
[00:05:15] Sarah: The million dollar question, right? I think one of the things that we do really well is, this is all part of DoorGrow OS, which is our operating system. If you are interested in implementing that system, you do have access to it, whether you're a mastermind client or not. You can see all of our softwares that we offer on our website.
[00:05:33] But the thing that really helps keep us on track is just our cadence. So we do our annual planning. We do quarterly planning. We do monthly planning. We do weekly commitments. And we do this all the time without fail. There's never a point where we're like, "Oh we just won't do weekly planning today."
[00:05:50] Never. We never do that. We always fit it in and this will help keep us moving forward. It will help keep us on track and it really sets the rhythm. And I will caution you against doing annual planning in January. Jason can talk a little bit more about that too. But if you just go into the new year, a lot of times, like this is just a fresh slate for us mentally because it starts a new, right? New Year's Eve. It's a new year. It's a new time. We're like, "okay, let's just forget about the previous year and move on." It's a clean slate mentally. So even if you're in the middle, like for us, this is technically the middle of our year. So January 1 is like quarter three for us.
[00:06:36] So it's like the second half of the year, but still it's like this mental refresh. So even though we've already done our annual planning in June and we're now just in the second half of the same year fiscally we still get that reset and we might go, "okay, let's just take a break, take a breath, regroup, and then let's look at things again" and you know, "are we on track? Is there anything that we need to do differently? Are there things that we're lacking? Are there things that we can change?" Because right now, being that it's a slow season. Now oddly enough, it's not a slow season for us. Because when you guys have a slow season, then we pick up a lot. But for you guys, it's a great time to regroup and say, "okay, is there anything that we need to change that has been like a thorn in my side for a while? Let's get a plan together, implement that plan and get it done now and really start that year off with a bang." Cool. So why would someone not want to do their annual planning starting in December because everyone's going, "what? Like that makes so much sense. It's the beginning of the year."
[00:07:47] Jason: Yeah, I think, the biggest reason is, during this season where entrepreneurs like to focus more on their business, your team focus less on the business because it's the end of the year. They're focused on holidays and family. They're thinking about like travel and like whether they're going to have funds to pay for all the Christmas gifts and all the shopping they've got to do. It's like they start another job. And so they've started this other job of family and travel and holidays and they're not as productive a lot of times we're not as effective or as efficient. And this then is where most businesses do their annual planning and try to hit their year end goals. And at the year end, we want to have a big push towards our goals. Property management naturally heats up, but in general this ebb and flow happens for every business.
[00:08:42] Things tend to cool down in the winter. And so what we want to do, what we do at DoorGrow and what we coach our clients to do is to offset by six months. And so we start our planning year on July 1st. And so that is the beginning of our first quarter for us in our planning year. And so if we do planning then in the summer, things are exciting.
[00:09:07] There's like plenty of movement. We can do things, we can get things done. The team is energized. The team's energized instead of checked out. They've got plenty of bandwidth. There's no like significant holidays, like right in the middle of, June and July that they're focused on. They might want to take some vacation time or like travel or something like this, but they've got the bandwidth.
[00:09:28] When it comes to Christmas and the holidays and thanksgiving and New Year's and all of this time period for us is just the middle of the year. So it's just a great time for us to as business owners to do a reset, take a look, "how are we doing towards our annual goals?"
[00:09:44] Are we making progress? What do we need to adjust? And so we're just making adjustments. We're not trying to like, get the team to finally hit some goal at the end of the year.
[00:09:54] Sarah: "Hurry up! We still need 28 doors to get our goal, and we only have 32 days to do it." The team is like, "I don't care, man" At this point. It's not that they're completely done, but they're tired.
[00:10:08] And the other thing that we have unfortunately, no control over is the weather. That's a real thing. Like once the weather changes and things get a little colder and the days get shorter because for whatever reason we still do daylight savings time. Somebody seriously has to change that by the way, but it really has a physical effect on our bodies and we will just naturally start to slow down a little bit with the weather.
[00:10:36] Like animals, they go into hibernation. We're mammals too. This is what mentally we start doing that a little bit. Now, It'd be great if we could just check out and hang out in a den for three months and come out in springtime But our minds do this especially right around the holidays because we kick it off with Thanksgiving, then we get into Christmas, then we get into New Year's, the weather's cold, the days are shorter, It's the end of the year. Everyone's tired This is not a great time of year to be like, "rally the troops guys! Go get them!" Not going to have great success there.
[00:11:12] Jason: Yeah. And this is a good opportunity, when things cool down and your team are a little bit more focused on their personal lives and things are shifting, this gives you a lot of space and a lot of bandwidth to really focus on what you want.
[00:11:26] And so I would say is that as the world cools down, you should heat up. Like you should then step more into that strategic role of being a business owner instead of being an employee in your own business, which you're doing at least half the time, probably, or more. Now you can get out of that daily tactical stuff a little bit more and start to focus on strategic. Strategic time is what actually grows businesses. Tactical work, emailing, calling, that's not really what grows or moves companies forward. It just keeps them alive. But what helps is innovating, moving the business forward, planning, scheming. This is your time to be able to come up with a plan, come up with an idea. And if you don't have a really solid plan, you don't know how to 10X your growth over the previous year.
[00:12:14] Like you're like, "that sounds impossible, Jason. I don't have a clue. Like the last year before that, we've had maybe consistent growth. Maybe it's even slowing down. We don't know how to 10x it." Then you need a better system and you don't know what you don't know. So you might want to reach out to us and maybe it's that you just want to get out of the day to day. You're like, you're really starting to feel burnt out. Look at the future. Can you do this for another five years? Can you do this last year for another five years? You may have been doing this for five years already.
[00:12:44] Sarah: Can we do groundhogs day again and again?
[00:12:47] Jason: Yeah, and You know that probably feels like a grind if you're not enjoying if you didn't enjoy last year, if you weren't like, "hey I love this. This is amazing," Then you're probably doing it wrong and it's pretty wild to see how quickly we can shift clients' businesses to restructure their business around them and allow them to have more freedom and more fulfillment and more contribution and more support and help them get a better team, help them get better systems, and then they're enjoying their life.
[00:13:17] There's nothing in the business that you have to do personally. There's nothing that you have to hold on to. We can build this business around you and you just hold on to the pieces that you really enjoy or that you really love, or they give you momentum. And very few of you really, if you could just do nothing would really enjoy that.
[00:13:36] You might be telling yourself that right now, because you're burnt out, but what I find is once clients are in alignment with the things that they actually enjoy doing, then they no longer hate their business and they start to enjoy it and it becomes a source of life for them. That's fulfillment. And that's what freedom feels like.
[00:13:56] And then they want to benefit others, and that's contribution. They want to start contributing to their team. They want to make everybody's life better. And what you'll find is if you get in proper alignment, then you can build the right team around you, but you can't build the right team around the wrong person, and you've probably been showing up as the wrong person for a while now.
[00:14:16] And it's time to shift that, and it's very doable. We have a process for how to do this. We have clients do a time study. We figure out which things energize and drain them. We then take all the things that drain them that are very tactical, and we create new job descriptions for new hires for this, or we give these things to existing team members.
[00:14:35] And then we create a plan to get the business moving forward, either related to growth or related to systems, so that the business becomes scalable. And then, You start to see there's light at the end of the tunnel and business can become really fun. It was fun when you started it. It was exciting. It was new.
[00:14:53] You had belief in what you were doing. We want to get you back to that.
[00:14:57] Sarah: Yeah, for sure. So if you're feeling the stress and the overwhelm, then you're holding on to things that you probably shouldn't be doing at this point. We have one client who just, he still won't do it. He knows what he needs to do, but it's so painful for him to do. And he's "I can't fire my team. Can't do it." When he does make that leap, I'm telling you, it's going to be night and day for him. But when you have the right things on your plate and when you have the right people surrounding you in the business, and they're on board with helping you like move the business's mission forward, not just "Hey, I'm clocking in and I'm here to do a job."
[00:15:35] Everything is different and everything is easy, which is crazy to think in property management that it can actually be easy, but it can, as long as you're building things the right way.
[00:15:46] Jason: Yeah. A lot of property managers see the pain and the challenge that they have right now. And maybe you have a hundred doors and you're like, "this is tough."
[00:15:53] Or maybe you have 200 doors, like, "this is tough." And so what ends up happening in the back of their mind, they see "if I had another 100 doors or another 200, or I doubled the size of my business, it would be worse. It would be harder." But if you do it the right way, it actually gets a lot easier.
[00:16:10] In fact, the bigger you get, the easier it can get if you do it the right way. Because you can get better and better team members. You have more resources. You can get better and better tools, right? You have more and more leverage if you do it the right way. And property management can be death by a thousand cuts, especially if you have a thousand doors, or it can be a really great systemizable business that you don't have to be super involved in the day to day, if you're the business owner, especially the larger you get.
[00:16:40] And this can happen at any stage. At any stage, you can be miserable or you can be enjoying yourself. And we want to make sure that we get you towards enjoying yourself, because what you'll find is when you are in alignment with the four reasons, your team members then have a chance of doing it, and it'll be a lot easier to help them get in alignment with the four reasons.
[00:16:59] And then you'll probably get two to three times the output from those team members. Because they'll be on fire, they'll be excited, they'll be in momentum, they'll have a sense of fulfillment and freedom and contribution and they'll feel supported. And you will get a lot more out of those team members than you do out of the ones that are just grinding every day.
[00:17:20] So right now is the time, it's time to make a plan. And if you need some help making a plan or you need a really good system or your current plan is to do whatever you did last year or just wing it, then that's not a great plan. So you need a better plan and we can help you come up with a better plan here at DoorGrow.
[00:17:38] So anything else we should say about this season? I don't think so. So I think this is also an opportunity to check in with your owners, reconnect with your clients as you move through this season, since things have cooled down a bit, this is a time that you can re establish the connection and in those relationships to increase the lifetime value of your clientele and to decrease churn and so this is as things cool down, as things are a little quieter, feel free to show some care and leverage the holidays to reach out to your existing clients and just let them know that you care about them. Wish them happy holidays, merry Christmas And Happy New Year's and let them know that you they're in good hands with you. And this is an opportunity right now also to increase future revenue through retention and decreased churn. So I think that's pretty good for today.
[00:18:33] Sarah: All right. Cool. That's my topic for this week's scale call. You must've heard me talking about that on last week's.
[00:18:39] Jason: I did. I heard you mention it. You talk loud. I'm just kidding. All right. So if you are a property management entrepreneur, you're wanting to add doors, you want to grow your business, you want to get out of the day to day, you want to make your business scalable so that adding more doors does not make your life personally worse. Reach out to us at DoorGrow. We can help. We help people like this all the time and we just get better and better every year. So if you have been listening to this podcast a while, or if you are a past client for maybe two, three, four, five, something, many years back, even one year back, even one year back, we've changed super system a year ago, right? We've changed any of that a lot and we've taken the things that have helped us scale our business and we are now leveraging these to help scale our clients businesses and it's working incredibly well. So I'm obviously biased, but I think we have the best stuff for the property management industry. I don't think there's any other coaching or mentoring or consulting that can touch what we're able to achieve with our clients. Our clients are crushing it.
[00:19:42] And we can help them through every major issue or problem that they're dealing with, whether it be the op stuff or whether it be adding doors. Our clients are crushing it. So reach out to us. We want to make you our next success in our next successful case study. Hopefully we're talking to you soon. Go to DoorGrow.com. Join our free Facebook group community at DoorGrowclub.Com. And hopefully we're talking and working together soon. Bye everyone.
[00:20:11] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:20:38] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
One of the biggest questions we get from property management business owners once they start building out their team is “How do I compensate and recognize my team members?”
In this episode, property management growth experts Jason and Sarah Hull discuss the different kinds of compensation structures for different personality types and roles on your team.
[02:15] The difference between you and your team
[07:56] The problem with giving out percentages
[12:13] How to set up commission structures
[21:23] Recognizing your team effectively
[25:44] Giving out raises and job titles
“Business is a more effective vehicle than even a charity at creating lasting and impactful change.”
“When you dangle the carrot in front of a great salesperson, they will jump off a freaking cliff to get it.”
“Your discomfort in giving somebody a raise should be equal to their discomfort in asking for it.”
“Recognition costs nothing.”
[00:00:00] Jason: They need to be invested in like committed to helping you grow this business and helping you move it forward, otherwise they are just dead weight and you're creating a bigger and bigger monster of dead weight as the business grows.
[00:00:14] Welcome DoorGrowers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrower.
[00:00:31] DoorGrower property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management, business owners. And their businesses, we want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. We are your hosts, property management, growth experts, Jason Hull and Sarah Hull, owners of DoorGrow.
[00:01:11] That good? Now let's get into the show. All right. We were trying to change the intro right before we did it. And sometimes she's not on it. Sometimes she is. She's mostly on it now. So. Anyway, here we are. So our topic today, I'm getting a lot of questions, a lot of questions, and this has been going on for a long time, but we're getting a lot of questions about compensation.
[00:01:37] This just keeps coming up and we see a lot of mistakes when it comes to compensation. So the challenge with compensation is that entrepreneurs think differently than most people that they are paying, and so they make mistakes in how they compensate people because they think it's going to help them get more of what they want and they actually create the opposite.
[00:02:00] And so I want you to pay close attention to this today. If you watch this you should not ever ask if you should be giving out a commission or percent sign to somebody or whatever So let's talk about a couple of things here. So where should we start?
[00:02:15] Sarah: Well, I think the best place to start is probably from just for background.
[00:02:20] What is the difference between someone who has a sales mindset or entrepreneurial mindset versus someone that may not.
[00:02:30] Jason: Cool. Let's talk about that. The two types of team members that you're going to have. There's two types of people on the planet, those that like money and those that don't. And I know you're thinking, "man, no, everybody likes money."
[00:02:42] And you'd be surprised. And so if you had all of your team members take a DISC assessment, there's usually on a nice DISC assessment, a section called the values index. And one of those values is the economic or financial score. And so on the economic or financial score, what you will see is that the score is low, then they don't like money.
[00:03:04] And I know that sounds weird. They're not focused on money. They're not trying to get money. Money is not a big part of their psyche. It's just not. And I know entrepreneurs, you don't get this because you like money. Sarah and I do not hate money. We don't hate money. Okay,
[00:03:20] Sarah: I need that shirt. This is the one t shirt.
[00:03:22] I'll wear the capitalistic pig shirt
[00:03:24] Jason: Right and so we don't hate money. You probably don't hate money either. If you do hate money and you're an entrepreneur Then you are probably struggling to have money, right. Money is the ability to change lives, make a difference and have impact. This is why business is a more effective vehicle than even a charity at creating lasting and impactful change in my opinion.
[00:03:47] Okay? Because it has healthy motivators connected to it. Right. And money is the energy and currency of what everything moves through to happen. Right. So let's talk about this. So if the economic score is low, what does that mean? I'll tell you whose economic score is high. If your economic score is high, you are probably an entrepreneur or a sales person, right?
[00:04:11] Those are probably the only two personality types or people that you should be paying out more money or bonuses or commissions to incentivize better behavior. That means most people, you should not be paying bonuses, additional financial compensation to try and motivate or change behavior. Now, if you just want to be generous and it's Christmas, that's different.
[00:04:36] But if you're trying to consistently compensate somebody and motivate them, the motivators need to be connected to what your outcomes are and most people are doing it incorrectly. Now, if the economic score is low, this is what this means, they would rather what they most value is recognition. They would rather be recognized.
[00:04:55] And recognition costs nothing. It costs nothing. And if you don't give them recognition, but you give them bonuses, it's often the opposite, it has the opposite effect. There's another values index called the charitable score. If they have a high charitable score, which means they might want to volunteer to soup kitchen.
[00:05:14] They want to like donate money. They want to give money away, not get money. They want to give money away. And then they have a low end economic score. That means if you pay them more money than what is comfortable for them. You pay them more than that. They will start to become a worse team member. They will start to self sabotage because they feel guilty. And then they're going to project that and externalize it because they have to justify it. They're taking more money. They don't want to give up the more money, but they feel guilty. If Sarah was my boss, it'd be like, "Oh, Sarah's giving me more money. Well, all right. I have to be worth this. So I'm worth this more money. And you know what? I'm entitled now. And maybe I deserve even more because I'm developing this kind of cancerous blind spot of I deserve this money because I feel guilty. So I externalize it. And I blame that uncomfortable feeling on my boss. Oh, well, my boss is like terrible and doesn't do this stuff. So I deserve that more money to compensate for it." And so they start to find fault with the boss and they start to justify them taking this more money cause they feel bad so that they can feel somewhat okay about it. And then their behavior starts to show that and they start to perform worse.
[00:06:23] I know entrepreneurs, you're like, "that makes no sense." But that's how a lot of people think. Most people do not enjoy seeking money. This is not their goal.
[00:06:33] Sarah: There is a caveat team members, they have to have enough to be comfortable, right?
[00:06:38] Jason: If they're starving, broke or hurting, they're not comfortable.
[00:06:42] Sarah: In pain or like worried, like, "Oh my God, I might lose my house or I can't feed my kids."
[00:06:47] Like. Yeah. We're not saying, Hey, like give them no money, they'll work for free. That's not the case at all. Right. They have to have enough to feel comfortable to make sure that their needs are met and make sure that they're able to provide for themselves and anyone else or anything else that is important to them.
[00:07:02] Once they reach that level though, and I think studies have been done on this, which is really interesting to me I don't know if they just surveyed Americans. Don't know, but I think $75k was like that magic number or $65k. It was something like that somewhere in that ballpark is that's like where people feel like they have most people feel like they have enough.
[00:07:25] So once they feel like they have enough money to live and be okay and make sure their needs are met and bills are paid and things are taken care of and like Johnny can do soccer and whatever they, you know, they want to do, they don't then go, "well, now I want a hundred and now I want 200." They don't keep trying to climb that ladder.
[00:07:46] Once they feel comfortable and they have to make sure that their needs are met, then they're not interested. So if you take it from 75 to a hundred, they're like, "it's okay."
[00:07:55] Jason: Okay. So the other piece to this, another challenge that I see is that because business owners want people to have skin in the game and they want them to, they think everybody wants money, they hand out percent signs.
[00:08:08] This is one of the most dangerous things to hand out. We even made a silly video called, what's it called?
[00:08:13] Sarah: I think it's called Percentage Breaks the Property Manager for the Property Management Business.
[00:08:19] Jason: Yeah. So you can check that out on YouTube. But the idea we're playing this, these roles and I'm a business owner and I don't have money in the beginning, so I'm going to pay her a percentage of all the doors that I get in.
[00:08:29] We made it ridiculous, like 50%. Right? Which means if you're handing out a percent sign, and we see this all the time, say Sarah's my employee and I'm the boss, and I hand out 50% or whatever to a property manager.
[00:08:42] Sarah: Or even if you're like, "okay, here have 30," because like even 10, 30, 40, I still, I see the that a lot.
[00:08:48] Sometimes I see 20.
[00:08:50] Jason: It doesn't matter what the percentage is, right? The challenge is in a business, some property management companies don't even make 10 percent profit margin. And so handing out percent signs is really dangerous for businesses. So what they'll do is hand out a percent sign. So let's say I give her 50%.
[00:09:06] That means my 50%. My, the other half, all of the expenses have to come out of that. And usually if a business has 50 percent profit margin, that's pure expense. So then I'm broke. So what happens is she's making more and more money because she has all upside. It's pure profit. And I have all the expenses do not give a percentage to a broker.
[00:09:28] Pay them a flat fee of like five, 600 bucks. Do not pay a percentage of broker. If you don't have your broker's license, don't create relationships or situations where you are giving up a percentage to a property manager. "Hey, you get like 50 percent of each door that you get on when you get a 30 percent of each door," whatever, right?
[00:09:46] Because then what happens is these property managers, if they're the personality type of handling property management, instead of doing sales, they are not going to be focused on getting more business on. They're going to be focused on just helping run the business and you're giving them more and more money the more doors you get, which means you're making less and less money, right? They're making more and more money, the more doors that you get. And they will get more and more lazy and more and more comfortable because there's no incentive for them to go work harder or hunt or chase to get money. You need to make sure if you're handing out a percent sign in any capacity, that's like giving out ownership of the business and they need to be invested in like committed to helping you grow this business and helping you move it forward, otherwise they are just dead weight and you're creating a bigger and bigger monster of dead weight as the business grows. This is why a lot of people join a franchise and then regret it later on because they're paying out six to eight percent, which is a lot, of their gross revenue not of profit not of what's left over for you. And some business owners.
[00:10:56] That's their whole owner payout. Yeah, that's like top one. Some business owners, that's what they take out like you're giving away that to basically to a team member that's not really adding value. I could go on and on about franchises. You can check out my YouTube video about franchises.
[00:11:12] I'm obviously like not a fan of the franchise model because I believe it hurts the entire industry. There he said it. All right. So don't hand out percent signs. Do not get into a relationship with a business partner and give them a percent sign unless they are the type that wants to hustle and grow and make money.
[00:11:33] The challenge is I see a lot of business partnerships are like, "here's a percent sign" when they should have just said, "here's your salary. You can be the operator." So operator personality types, for example, systems, process, whatever, they don't usually want ownership. They're not often that entrepreneurial type.
[00:11:51] They just want to make sure they're getting paid enough and taking care of enough. Now there's exceptions to this, right? But you don't want to be handing out percent signs to somebody unless it's like super critical for growth. And I do not recommend. I recommend in any way possible, don't hand out any percent signs to anybody ever except to yourself and maybe a salesperson.
[00:12:13] Now, let's talk about commissions, right? Let's say somebody is money motivated and they can help you make more money. So if they're money motivated, then you need to be using them to help you make more money. If you're going to pay them a percent sign, but you're not going to pay them a percent sign residually.
[00:12:30] Because then you're motivating them to not do more work. What you want from a good salesperson or a BDM, a business development manager, or a BD business development person. What you want from them is what? You want results, which is more doors. You want them to add more money to the business. That's the result you want.
[00:12:49] So you're going to pay for them to get more business, not keeping the business because keeping the business is the rest of the team. And that's fulfillment. So don't pay them a percentage residual. You pay them a percentage of maybe the first month or the, like some sort of commission upfront.
[00:13:07] And it could be a percent, or it could just be a flat fee. Like, "Hey, we'll give you 200 bucks or 300 bucks or 500 bucks or per unit that you bring on." and give them an incentive. So that means they have an incentive every month. They stay to hunt and to chase. Now, another mistake people make with salespeople is like, "I want to get a salesperson, but I want to have zero downside and I want all the upsides.
[00:13:33] So they create another unfair structure where they're like, I will pay you pure commission. And if you don't hunt and kill, you starve. And if you hunt and kill, I make money and we both make money." so I need to address this. That only makes sense if you are giving the salesperson, all of the leads, they have a great follow up and nurture system, and all they do is show up to calls and close.
[00:13:56] Sarah: Now, can you clarify what giving them the leads means? Because you're like, "Oh here's the leads. Like, here's a list of 10, 000 people."
[00:14:04] Jason: Okay. That's not what I mean.
[00:14:05] Sarah: So yeah, exactly. So let's clarify that.
[00:14:09] Jason: Okay.
[00:14:09] Sarah: So 18, 000 people in my CRM. Here's your leads.
[00:14:13] Jason: If somebody is going to be paid pure commission, which means they're just paid for basically closing deals, they should not have to go find potential clients. They should not have to be hunting for potential clients. They shouldn't be spending any time doing any of that stuff. They should just be taking appointments, somebody else scheduled for them and closing deals.
[00:14:33] Then they're a closer. Everything that happens before that would be handled by a setter and the setter would be cold calling, following up, like all this stuff. Setting appointments. Setting appointments, rescheduling.
[00:14:46] Sarah: Making sure people show up. They don't show up. Right. Calling them again.
[00:14:49] Jason: Feeding the closer.
[00:14:51] Feeding the closer. Then the closer can be peer commissioned and the setter would be paid a base, mostly a base, plus a small percentage for each like appointment they set or some sort of results. So they're motivated to get more results and they should be a little bit money motivated, right? Now, most people are going to hire a BDM and expect them to do both.
[00:15:11] And if you're going to hire a BDM and expect them to do both, you need to pay them a base. I would recommend at least maybe 20 to 30 K, something like this of a base that covers their setting activities. And then they, the rest, they should be able to make somewhere annually about maybe six figures should be possible.
[00:15:30] So work it backwards, but there should be a commission structure that if they're adding 10 to 20 doors a month, they should be able to make. Some sort of six figure sort of salary would be the goal. So figure out a commission on top of that base. Because what you're doing, if you say it's pure commission, you're expecting a closer who lives or dies by whether they hunt or kill and create some money, you're expecting them to starve for at least two months, usually. Because usually three. Because it takes about 90 days to build up a sales pipeline. So they're going to have to do networking and prospecting and outreach and they're working for free and. If they're starving for 90 days, they're just going to quit.
[00:16:10] I've seen so many BDMs burn out and it sounds like this great model. "Well, I'll pay you basically nothing in the beginning." And you might get somebody to agree to do that, but they might be stupid if they're willing to do that. And then they're going to be like starving and not figuring it out. And then you don't give them a good system.
[00:16:26] If you plug them in to DoorGrow, we can get them making a lot of money. We have an amazing system. Like we had a client in just 10 to 15 hours. We go from zero to a hundred doors in six months. And he didn't spend any money on ads and he was a solopreneur. He was all by himself. This is absolutely possible.
[00:16:44] We can help BDMs crush it. We've helped some BDMs add two- three hundred dollars in a year. That's absolutely possible to do but they need to be able to dedicate their time to that and you are not going to get that kind of result if you just pay them a commission because they will only focus on the closing type of activities or the commission generating activities, and they won't do what the leading activities that actually generates the opportunities to close.
[00:17:12] And so you're putting too much attention on the wrong thing. They need more attention. Most of the attention should be on the leading activities. Phone calls, outreach, networking that leads to this and then deals will happen. They don't even have to be super amazing at closing if they're doing enough leading activities And so we want to make sure we give them a base and then we give them an incentive to move those things forward.
[00:17:35] Sarah: Okay. Now with the base, this is the big one. "Well, how much is the base supposed to be Jason? I don't know?"
[00:17:41] Jason: 20 or 30 K. Maybe
[00:17:42] Sarah: You need to find an amount that would be uncomfortable if that's all you made. It needs to be comfortable enough that if that's all they made, they're not going to be starving and eating out of a dumpster.
[00:17:58] And it needs to be uncomfortable enough that if that's all they made, they wouldn't be happy and they would be hungry for more.
[00:18:06] Jason: They need to be hungry. They got to be motivated. It's financial compensation is all about motivation, right?
[00:18:13] Sarah: With a salesperson, when you lay out their commission structure and you let them know like, "Hey, this is your base and I'm giving you this base because of these reasons. I don't want you to be starving. I want you to be motivated. The real money, it's over here. This other piece, I'm going to give it to you because there's things like phone calls and settings and appointments and you know, all the stupid crap that you don't want to do, but that you will do because it leads to deals."
[00:18:38] And they're like "yeah, I get that. But the real money is over here. So when you close deals, that's when you start to make money." And when you dangle the carrot in front of a great salesperson, they will jump off a freaking cliff to get it. The problem is if you just give them the carrot and you're like, here, have a 50, 000 base, have 100, 000 base, have a 200, 000 base.
[00:19:03] They're like "Yeah. I don't need to work that hard. I mean, if I do nothing, I still make 50k." We just at the boardroom event, we had a client whose BDM has a 50, 000 base.
[00:19:13] Jason: And then he was wondering why they weren't super motivated.
[00:19:16] Sarah: She doesn't really, she closed like two doors a month. And I'm like, well, yeah, cause she's comfortable.
[00:19:22] She's super comfortable there. So she's never going to be motivated to work harder and do more and stretch herself and go above and beyond. Because she doesn't have to, you gave it to her. I have to work for it. There's a difference. And the other thing is salespeople who they love the challenge. They don't want you to give it to them.
[00:19:43] They don't want it. Like they'll tell you like, "Oh, I'll take 500, 000 a year for doing nothing." But they wouldn't really be fulfilled by that. They'll probably take it because they love money. I mean, who doesn't, but they wouldn't be fulfilled by it. Yeah. If you give them 500, 000 for doing nothing versus if they make 500, 000 because of the work that they did and because of their efforts, there's a big difference.
[00:20:06] They're going to feel really proud of that and they're going to want that. So they're going to chase it. So you have to dangle the carrot and make it something that's interesting enough. You have to, you, and you have to set it up so that they have the ability to make at least six figures because that's what sales people want But don't just throw it to them.
[00:20:24] Jason: And to be clear No, bdm should be making five hundred thousand dollars.
[00:20:28] Sarah: That's not accurate at all.
[00:20:30] Jason: There's really great bdm. Maybe if they're helping do some acquisition deals If they're adding 500 a year, maybe all right So but if your bdm can live comfortably without adding 10 doors a month, your commission structure is wrong. They should be minimum adding about 10 doors a month as a full time BDM minimum.
[00:20:52] And they should need to do 10 doors a month in order to just reach comfort. And if they're really motivated, they'll do even more than that. They'll do even more than that because then it gets exciting, right? Then it's the game, right? It's the hunt. Okay. So we talked about compensation.
[00:21:08] Is there any other challenges or mistakes we see people make compensation wise?
[00:21:13] Sarah: I think those are the big ones. I think let's though, before we wrap up, let's talk a little bit more about the recognition piece and then we'll close it out. Okay. Because people are like what do you mean recognition?
[00:21:25] Like, "Hey, I see you."
[00:21:26] Jason: So recognition is a process of just helping the team members be seen, especially in front of other team members for doing good things or accomplishing things. So the way that we do that in DoorGrow and in our operating system, DoorGrow OS. Maybe you've heard of like EOS or traction or some of these things.
[00:21:43] DoorGrow OS is better. And what we do in DoorGrow OS to increase the amount of recognition is in every meeting we share wins. So if it's our weekly commitments meeting, we're sharing what wins did we have last week and everybody adds to the list. What did we do in our monthly goal setting?
[00:22:03] We share wins for everything we did the previous month. Same thing with the quarter and annually, and it's pretty awesome. Like, we're building these lists and everybody feels great. And then even in our daily huddle meeting, which is like a 15 minute, 20 minute meeting we do every morning, I guess we do ours in the afternoon, but we do with our team.
[00:22:21] We do Caught Being Awesome and we allow team members to share their wins or to highlight somebody else. And so our team are highly motivated because most of them are recognition motivated. So we're recognizing them. If we do give a bonus, like say for the holidays or something like that, we do it in a way that the focus is we wanted to recognize you because of what you've done for us this last year. So it's still about recognition and appreciation. And so that will get you team members that are incredibly loyal to you, that love being part of the team, that feel a sense of belonging, and that means a lot more to most of your team members than getting more dollars.
[00:23:04] Is that good?
[00:23:04] Sarah: They want to feel important and they want to feel valued and they want to know that you care about what they're doing and especially in an industry like property management because it's tough. Yeah. Everybody has those like really awful days because let's be honest, sometimes owners or tenants or vendors and sometimes life just happens, right?
[00:23:27] So it's tough and sometimes it's tough. All the time or it's tough for a while. This is not an easy industry. So when you've got this pressure all the time and this like annoyance, like, "Oh, that tenant's going to call me and yell at me again, or, Oh, like, Oh, I have to have this uncomfortable conversation and tell my client that we need a $15,000 sewer repair.
[00:23:50] I don't want to do this." The it's the little things that will keep your team going and make sure that they understand like, "Hey. I know it's not the most glorious thing. I know it's always not super exciting, and it's not always super easy. However, what you're doing really makes a difference. It really is important and this is like the bigger mission and vision of the business and you contribute directly to that vision and what you're doing matters."
[00:24:22] So that way it's like, Oh, you know, it's not this grind and this drain and we don't have a lot of churn on our own team and burnout and you know, bad team members that are like, "Oh, I hate my job." Right. Because that's super easy. It's easy and then you make it even harder. It's easy just by itself and then you make it harder because it's property management.
[00:24:43] So it's super easy in property management to have that. So let's combat that. And just by recognizing them and saying like, "Hey, I saw you took care of that thing. Like, hey, oh my god, you got all the leases done. And hey," like, and it could be the littlest things. It's things that they do. Anyway, it doesn't matter.
[00:25:00] They don't have to do anything that's like spectacular. "Oh my God. You like cleaned all the bathrooms today, Sally. Thank you. That was amazing. Like you didn't have to do that." It's little things and it's things that they're going to be doing anyway, but just let them know, "Hey, I see it. And I appreciate it."
[00:25:16] Jason: All right. So the other thing I'll say about recognition is you might be thinking, well, salespeople and entrepreneurs, do they like recognition? The answer is yes. They like it too. We still like it. They like it too. So if you're giving them recognition that adds more fuel to the fire, right? And so you need a system like DoorGrow OS in which everybody gets recognized for their accomplishments and everyone will perform and behave better because they feel seen by everyone.
[00:25:42] And that has value, right? Now one more point I want to make is you might get somebody, an assistant, you're like a VA, you're like they're amazing. I love them so much. They're so awesome. I don't want to lose them. And then you are like, because you're hardwired to be so money focused, you're like, I'm going to pay them a whole bunch more money.
[00:26:02] I see this happen so often. Be very careful about just giving out raises prematurely. Be very careful about this because what I've seen over and over again, I've been in masterminds, multimillion dollar business owners, we're hanging out together and they're like, "Hey I just got this assistant. She was super amazing. So I gave her this big raise 'cause she's so awesome. And now she's showing up late. She's not like getting things done. She seems like entitled." This is what happens when you compensate people financially, instead of giving them recognition and doing it based on how you think instead of what they want, you then sabotage their efforts or they start to sabotage their efforts.
[00:26:43] So don't start paying somebody more just because you like them, right? There needs to be a justifiable reason and they need to be able to justify that reason. And so they may need to come to you and be like, "Hey, here's why I deserve more compensation." And you're checking in with them regularly and saying, "Hey, how are things going?"
[00:27:01] And if you have an open communication with your team members, they're going to tell you when they feel like it's time that they deserve some more money. And it's going to be really uncomfortable for them to do it if they don't like money, it's going to be so uncomfortable to have that conversation, but it's also uncomfortable for you to spend more money.
[00:27:17] Team are the biggest expense. Your discomfort in giving somebody a raise should be equal to their discomfort in asking for it. It's my thought. And so they need to be reaching out. To some degree, and you may recognize somebody deserves more pay, you know, deep down they're being paid too little.
[00:27:36] So then you can give them a raise, but be careful about handing this out.
[00:27:40] Sarah: My other little tip with raises is I worked in corporate for a bit and it was like every year, you know, you're going to get a raise and how much of a raise you get depend, depend on all your stupid numbers and metrics and all, you know, call time and all that stuff.
[00:27:55] So you knew you were getting a raise though, like for sure, unless for some reason they're firing you, right? But other than that, you know, like, "Oh, my annual review is coming up. How much money am I going to make now?" And then they expect it. And then you don't really appreciate it because it's expected. And it's like normal now it's like, "Oh, well I'm getting a raise now.
[00:28:13] Now I'm going to raise." And then. What also happens is, "well, I'm getting a raise," and sometimes people go, "Oh, well I deserve like this much." And then they don't get that. They get less. And then they're like mad about it. They're mad because they're making more money. It's not as much money as they wanted or as I expected.
[00:28:30] So one of my big rules when it comes to raises is with raise comes responsibility. Don't just throw out more money. Like, "Hey, if you want to go from here to here, I'm happy to take you there. This is what that would look like. Are you in?
[00:28:44] Jason: Okay. One last thing. Titles. Titles are heavily connected to compensation.
[00:28:49] So I dealt with this week. I talked to a property manager. They had like 20 doors or something and they hired a director of operations. No. You can't afford a director of operations. So the thing is, yeah, I said, "tell them they are an operations assistant in ecrow." And said, I gave you this inflated title.
[00:29:06] You're an operations assistant. Maybe then eventually they could graduate operations manager. Maybe then be the, you know, maybe eventually. The director of operations, VP of operations, COO, but titles matter. So be very careful about handing out titles. Start everybody out as a something assistant or junior
[00:29:24] Sarah: property manager, junior assistant, property manager, or you can just have levels, property manager, one property manager, two property manager, three, like.
[00:29:32] There's a lot of different ways you can do it. Be careful about titles. Yeah, be super careful about
[00:29:36] Jason: titles. Because they'll go look it up on salary. com and they'll be like, "Oh I deserve this. I'm director of property management. I guess I should be getting 150k or whatever, right?"
[00:29:46] Sarah: And also, 20 doors, fun little caveat. Be careful when you're reviewing resumes with titles for the same reason. Because titles they sound really impressive sometimes and they mean they could be made up They mean nothing when I got hired at an insurance job. They were like, oh we have to make your business card And I said, "okay," and they said "well, what do you want your title to be?"
[00:30:05] And I said, "I pick my own title?" And they're like, "yeah, you can put whatever you want on there." And I said, "well, aren't I a sales rep?" And they're like, "yeah, but don't put sales rep." I'm like, "oh, okay. So what should I put?" They're like, "put like account manager or account executive or like something like that."
[00:30:24] So I don't remember what we came up with, but. Came up with something that sounded like I was like, "Ooh, I'm a big deal." I was a sales rep. That's it. I sell things. That's it. But the title sounded a lot more impressive. And sometimes that can go to people's head just a bit. And keep in mind, money is connected to the title.
[00:30:45] It always will be. So get on. And if you're like, "well, I don't know what to," Google will help you just get on. Well, I just had this conversation, I think two weeks ago with client. " Well, I don't want to hire like the COO of the company. I can't afford that." You're right. You can't. So.
[00:31:00] What are they doing? Maybe they're the team leader. Maybe they're the office manager. Maybe they're an operations assistant. Like get on, find some kind of title, get on Google and say, what are other job titles for this thing? And it will tell you and pick one of those and avoid things like manager, juror, and like VP president or like, Senior account executive, things like that.
[00:31:26] Because it. It will be startling if someone. Looks at their position and realizes. "Oh, I should be making 125 and I'm only paid 55. Huh? That's odd."
[00:31:38] Jason: All right, so wrap us up. Give us a call to action.
[00:31:41] Sarah: Just If you feel like you're struggling with any of this and I know there's so many of you that are like, "oh man. Yeah, that's me."
[00:31:48] I might have made some of these mistakes and that's okay because we all have we've done it to Go on doorgrow. com Book a call with us. We can help you with this stuff.
[00:31:56] Jason: This is what we do. Yeah, and if you made any of these mistakes, I guarantee there's a lot of others going on in the business you can't see right now.
[00:32:03] We can help you get this cleaned up and help you make a lot more money, help you grow a lot faster. All right. All right until next time, to our mutual growth. Bye everyone.
[00:32:11] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:32:37] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Do you feel comfortable where you are at in your property management business? You might have achieved your initial goals. You started the business, you got the number of doors you wanted… now what?
Today, property management growth experts Jason and Sarah Hull talk about growing beyond the initial goals you set as a business owner by leveling up your mindset.
[01:30] Don’t be a slave to your own business
[04:11] You can achieve more
[09:28] The 3 different levels of want
[16:33] The 3 things necessary to achieve
[20:15] Only YOU know what you are capable of
“You know, deep down whether your business is great or not.”
“You're able to make a bigger impact and a bigger difference if you have a successful healthy business.”
“Find a way to justify success because success allows you contribution.”
“You spend your whole life trying to fit in when really you need to spend time trying to stand out.”
[00:00:00] Jason: Are you a "kinda" property manager or business owner or entrepreneur or are you non-negotiable, you refuse to be in an industry and not be one of the best. You're going to be great. Like you've committed to being great.
[00:00:14] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:51] At DoorGrow, we are on a mission to transform property management, business owners. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show. All right.
[00:01:14] So, a lot has been going on. Last episode, Sarah and I talked about how we had just come back from an event. We had a whole bunch of different ideas. This last week, then her family came to visit, so I haven't been able to implement a lot of these ideas, but it was super great seeing her family.
[00:01:30] And, you know, one thing I was really grateful for during the last week, at the end of the week, I said to Sarah, "you know, it's really great that we have a business that allows us that when we want to, we can have those moments with family. Like family had come to visit, we can spend that time with them." And she agreed.
[00:01:48] And so. This is something that I want all of you to be able to have an experience too. Hopefully you have this already in your business. If you do not, if you're struggling, if you're like, man, "I haven't even taken a vacation, let alone a few days off to spend with family. I haven't taken a vacation or a few days off to spend with family or anything like that in a while," then you have built the wrong business. You didn't build a business for you. You didn't build a business based on what you wanted. You built a business based on what your clients want maybe. You built a business that you let take over and become its own boss. And the business is now in control of you. You are now a servant or a slave to your business, and you should be the one in control, the one in charge. And so if you're in that position, you know, I want you to get out of this. I want to give you an escape route. So I just did a masterclass on the biggest secret killer or thief in a business, and that's interruptions. And I talked about doing a time study, and this is also the beginning gateway to escaping your business and creating some freedom is to do a time study.
[00:02:58] And you can use our time study. If you'd like, reach out to us. We can give you our time study document. Just DM me on social anywhere and just say time study or something like that. And my team will say “what am I supposed to give them? Give them the link to our time study document." But the basic idea is that you're going to track your time every 15 minutes.
[00:03:19] You're going to figure out where your time's going. You're going to figure out: "What am I doing that gives me fulfillment and what am I doing that's taking it away like it's draining me?" And so you're either going to have a plus sign or a minus sign that you're going to write next to every 15 minutes of where your time goes.
[00:03:36] So if you're doing something where you feel like you're in the flow and you really enjoy it and this is fun for you and whatever it is, plus sign if you're like, "man, if I never had to do that ever again, and I had a team member to do that thing..." minus sign. Put down a minus sign. I have a special guest Welcome, Sarah.
[00:03:55] I'm giving up.
[00:03:55] To the DoorGrow show. She was waiting for somebody to show up at our door They didn't show up.
[00:04:00] So, all right. Nope. I was mentioning that if they haven't been able to take a trip or vacation a while, that they should maybe do a time study. So that's kind of where I've gotten so far.
[00:04:11] All right. Cool. So I was thinking at funnel hanging live at the event that we went to, I really enjoyed Eric Thomas. Yeah. And here's my notes from that, but I was thinking we would touch on that for the remainder of the episode.
[00:04:25] Yeah. That's cool. Cool. And it's kind of related. He's an inspirational speaker, this gentleman named Eric Thomas. And he's gotten to speak to Warren Buffett and billionaires and, you know, stuff like this. And he was sharing this idea about this concept of these three levels of desire.
[00:04:42] And he started out by talking about, you have to give yourself permission. So if you want success, you want to achieve, and I want you all to crack your mind open and be open to the idea of having massive success in your property management business. I don't know why you would want to suppress that anyway, right? So be open to the idea that a thousand doors would be a lot more fun, give you a lot more money and be a lot easier to do as a business owner, because you have a great team than doing a hundred doors. Right. And some of your dreams, like a hundred doors, I want you to 10x that. They need to go big, and we also got to hear Dr. Ben Hardy who wrote 10x is easier than 2x, which is a great book that I read. I really love that. So why don't you think 10x bigger, but give yourself permission to dream and the level of your ambition dream and set that level higher. Not to the level of other people's expectations.
[00:05:32] And it talks about this in 10x and Eric Thomas touched about this, but it's the idea that a lot of times we are too afraid to just want, we're too afraid to just want something bigger. And so we feel almost guilty for wanting what we actually want or wanting something big. And so instead we hear this feedback from the world that says, "well, that's nuts. You don't need all that. You don't need a nice car. You don't really need a nice house. You don't need this." And that's other people's expectations. But that might not be what you want. And I really believe God puts desires in our heart for a reason.
[00:06:06] Like, so the first question he asks is "what do you want?" Not what do other people want? Like, what do you really want? And whatever you want is okay. You get to want whatever you want. And then he asked, "why are you here? Why are you here?" And I've heard other coaches ask, what do you want and why does it matter?
[00:06:23] But there needs to be a why. I like, "why are you here?" Because this speaks to your purpose. We have a purpose and what you want and your purpose are probably aligned in some way. Like having, you know, your dream life and being able to benefit others and have success. They're all interconnected. So, and he talks about three levels of want.
[00:06:44] So I don't want to do all the talking. Do you want to talk about the three levels of want?
[00:06:48] Sarah: Yeah. Well, there's something too that I want to kind of add in because I've heard this my whole life and I've been different for a long time and I'm totally fine with being different. Like even, you know, elementary school, high school, like I've just always thought differently.
[00:07:03] I've done things differently. I don't like fit in with like the popular kids. I'm weird. Yeah. I'm weird. And I'm really good with being weird, but sometimes people aren't. And especially when they're in school and they're young and everybody's like, "Oh no, you must conform and you must like fit in."
[00:07:19] You spend your whole life trying to fit in when really you need to spend time trying to stand out, trying to be different. So, I've, like I said, I've always just done things a little differently. And a lot of times when I make a decision, you know, people will ask me like, why do you need that?
[00:07:36] Why do you need that? You know? And I'm like, I don't need it. I want it. And that's been my answer every time. Like my whole life, you know, like I bought, so I refused to my very first home that I ever bought. I bought when I was 26. And until then I had just been renting, but I bought my very first home on my own by myself.
[00:07:55] No help. I did have a mortgage. Yes, but like I didn't get money from my parents or like money from a spouse. Like it was me. I just did it. And I refused to buy a starter home. I was like, I am not going to buy a house that I want to live in for, you know, a year to three years and I'm going to just make it work.
[00:08:15] And then I'm going to like upgrade and, you know, do the normal thing that people do. They're like, "Oh, I'll just start here and then I'll upgrade later." I refused to do that. And so I bought a home that I could live in for anywhere from like five to 10 years, I was like "I'm not doing this stupid game that people do."
[00:08:33] So I just did what I needed to do in order to make that happen. And everybody was asking me like, well, "why are you doing that? Like, just buy a house that's smaller, just buy a house that's less expensive. Just do this. Just like, why do you need all that?" And I was like, "I don't need it. I don't need it. I want it, and it's okay to want big things and it's okay if the things that you want are not necessarily the same things that other people want."
[00:09:01] So I really want to Mention that because I think we get this like pressure sometimes to conform to, you know, societal norms and just, you know, do just do what you're supposed to do. Just do the thing that everybody else does. And there's a lot of times I don't want to do the thing that everybody else does because it's not exciting.
[00:09:22] So it's okay to like think outside of this box that everybody's trying to put you in. But anyway, so, there are three different levels of want. This is one of the things that he was kind of talking about is if you kind of want something and you're like, "Oh, that would be nice." Right. This is what I'm going to call like, "Hey, I'm like, I'm fantasizing" like, "Oh, it'd be nice if one day we could take this amazing vacation and go to Italy for like three weeks and like, you know, tour everything and like just like forget about all of our stresses at home. Oh, wouldn't it be nice if one day we lived in like a million dollar home? Wouldn't it be nice if one day I had a Maserati, right?" Like, and we all do this. Every person on the planet does this.
[00:10:04] Like, "oh, it'd be really awesome. Like, this is like my dream life. Like if I could just snap my fingers and make something happen, like it'd be great if I lived in this mansion, right?" That's when you like, kind of want it. You're like you can think it, you can maybe say it out loud.
[00:10:17] There's nothing solid behind that. You're just like speaking it out and you're like, "oh yeah, it'd be cool if this."
[00:10:23] Jason: Yeah. He said I can't, he says when you kind of want it, it's, but only if it isn't too difficult or inconvenient, I want it. That's how bad I want it. I want it enough that, yeah, it'd be nice, but only if it isn't too difficult or inconvenient.
[00:10:38] That's the lowest level. What's the next level?
[00:10:41] Sarah: So then there's something when you really want it. Now, when you really want it versus when we kind of want it, when you really want it, you're like, "Hey, I'm going to do things, I'm going to make this happen, like I'm going to take some action, you know, I'm going to make some, maybe some choices a little bit differently."
[00:10:58] This is like, "Hey, I'm going to take the thing that I want and I'm going to connect it to action." And that's, I think where most people live, is in this I really want it stage. They're like, "Hey, I really want to make this happen. Like, I'm going to start the business. I'm going to, you know, like make the calls. I'm going to reach out to people. I'm going to promote myself. I'm going to do what it takes." Right. "I'm going to do it." And I think this is where a lot of people think they live right here. You're like, "I'm doing the thing. Here I am like, I'm showing up, I'm doing the thing." Right. And I think what happens a lot of time is this is where we get comfortable because we're doing it. You're like, "I want to start a property management business." And then you did it and now you have clients and maybe you have a team and you've got like, right, you've got money coming in and you're like, "I did it. I did it." Yeah. Cool. Like first, are you dreaming big enough? Like did you started a property management business?
[00:11:47] Maybe you have a couple of doors, maybe you have a hundred doors, maybe you've got 500 hours. Right. But are we thinking like as big as we should be or, and are we living in this like "I'm just kind of doing it" stage. Like I'm doing it. I want it. I wanted it. I really wanted it. I made it happen. And now here I am doing it.
[00:12:03] And I think stage two and stage three are really different. And stage three is when the thing that you want is an absolute non negotiable thing. I don't remember if it was I don't remember if it was Eric or if it was Namaia. I don't remember which one it might've been. It might've been Namaia.
[00:12:21] Jason: Eric is Namaia's mentor.
[00:12:22] Sarah: So yeah, they probably both said it, so, but one of them said, "listen, I have to do this. Like, I want to do it. I want to. Yeah, I want to. Like, I'm committed. I, like, I have the desire. I have the dream, but I also have to do this. I have an obligation to do this. And I have to do this because if I don't do this... he's like, I retired my mom.
[00:12:44] I retired her. She's been retired for 10 years. If I don't do this, if I stop doing this, my mom has to go back to work and that can't happen is like, if I don't do this, my wife has to go get a job and that can't happen. If I don't do this, my kids see me quit and they see me stop and they see me playing small, and that can't happen. So when you want it so much so that it's an absolute non negotiable and you're willing to do anything that it takes, obviously ethically, anything that it takes until you get this thing and then you keep going That's I think a different level than like I just really want.
[00:13:25] Jason: So yeah Eric said that non negotiable level when you want what you want, like you want to breathe, then you'll have it.
[00:13:34] And I thought about that. I mean, you have to want something pretty bad. I know what it feels like to want to breathe. Right. And I mean, that's serious desire. He then got into the three levels of why, cause we talked about why. And again, there's kinda, really, and non negotiable.
[00:13:48] And you know, we have a motive and it's like, "well, I want, you know, kind of as maybe, well, it'd be nice to have some extra cash or whatever." That's not a big enough motive. Really want it, man. "I'm really hurting for cash right now, maybe," but non negotiable is like, "I 100 percent committed. I'm all in on this because this has to work. I have to make this happen. I feel calling inside myself. This is my purpose and I need to fulfill it. I need to achieve it. You know, no matter what the cost." there's always the one way that's going to get us there to make it work, and it's not going to be unethical. It's going to be the right way. And so I think focusing on what do you really want and figuring out what would be a non negotiable for you? Like I'm going to have this and what's a really solid why for some of you, like we were able to, I think last year, like a charity reached out and we donated like four grand to this charity to help, I don't know, homeless people or something.
[00:14:46] And, you know, if I was in a financially difficult spot with cashflow in the business, and personally, I wouldn't be able to just drop money to charity like that and benefit a group, right? And as a company we wouldn't be able to do that. Are you able to benefit groups? Are you able to do good things for other people then you need to be making more money if you're not able to So find a way to justify success because success allows you contribution.
[00:15:13] We talked about the four reasons: Freedom, fulfillment, contribution, and support. Contribution. You're able to make a bigger impact and a bigger difference if you have a successful healthy business. And one of the things that Eric said that I wrote down, he's a inspirational speaker,
[00:15:29] and so he said, "I'm going to be the best inspirational speaker. I'm going to study it. I'm going to do whatever it takes. I'm going to speak before Kings and rulers, you know, I'm going to be the best." He said, "I refuse to be in an industry and not be one of the best in the industry." He said, "be great." So are you a kinda property manager or business owner or entrepreneur?
[00:15:50] Are you like, you know, you really level or you non negotiable, you refuse to be in an industry and not be one of the best. You're going to be great. Like you've committed to being great. I've always had this commitment at DoorGrow. Sarah shares this with me. We've always had this commitment to being the best, and we believe we are the world leaders.
[00:16:12] Nobody else has what we have in property management coaching. We're the best. And I'm committed to staying the best. And this is why we invest so much into the business. In terms of learning, investing in other masterminds, getting coaches, getting mentors. We spend more on that than other programs probably make, you know, other coaches probably make.
[00:16:33] So you talked about three things that are necessary in order to like achieve what you want and have the success. And these three things, I recommend you write these down. First, you need desire. So we kind of talked about that. You have to really want it and you have to have a why and that's that, and then he said, you need an A team.
[00:16:52] You need a really awesome team, like of A players. And then he said, you need a system. And what he shared these examples. He's like, Michael Jordan was, you know, an amazing basketball player. But until he got Phil Jackson as a coach, he was not able to play super well with others and he wasn't able to get championships.
[00:17:11] He needed a system and Phil Jackson created a system that allowed Michael Jordan to win and succeed multiple times. But before then he was just getting lots of points, but he was not winning championships. He then talked about Michael Jackson. Michael Jackson needed a system and then he found Quincy Jones and started to have a ton of success.
[00:17:32] And he shared some other examples. People need a system. And I got really excited when I heard this. I think I leaned over to you and said something. I think I was like, "we're the system." We are the system. I was like so excited. I'm like, that's us. We are the system! We just need to find the Michael Jordans and the Michael Jackson's out there.
[00:17:52] Like the property managers that are like the greats, the ones that want to be great.
[00:17:57] Sarah: And can I say too, because I already know what's going through at least like three quarters of y'all's brains right now, they're going, "well, I'm better than everybody else in my market. So look, I am great." Yeah, and that's fantastic, right?
[00:18:13] But if you're the best one in the market, and you might be, so I'm talking to you right now, because I was the best one in my market, hands down. There was like no competition but I was still playing really small. I got up to 260 doors because I was in that really want it. I wasn't in this, Hey, I'm like going to make this a non negotiable.
[00:18:32] And I know, like, I was very aware. I knew where I was. Jason's like, you could make this a thousand door company if you wanted to. I know that I could, and it would have been really easy. I already know what I would have done. I could have doubled my business overnight and I know that. But I wasn't in this stage where it was a non negotiable.
[00:18:47] So was I the best one in my market? Hands down, but am I really playing full out? No. And I knew I wasn't so if you're thinking like, yeah, but I am the, like, I am the greatest already. You might be but I think the one thing that I would say here because I realized this Actually when I was working at an insurance company, you can't compete with other people That is not don't and we all do this.
[00:19:16] Like this is super common for us to do We go, "oh, well like my neighbor over there just got a new ferrari now I have to get a new ferrari." No, you compete against yourself. So every day you need to be better than you were yesterday.
[00:19:29] That's the game you have to play. You can't worry about what your neighbors are doing, what your competition is doing and what other people in your market are doing. Who cares what they're doing? Let them do whatever they're doing and you worry about yourself. And if you are, you're like, "Oh, I'm already the greatest one in my market."
[00:19:47] Fantastic. Then you got to keep going. So if you're the greatest one in your market like me and I was at 260 doors, don't stop at 260 doors. Don't be like, "oh, I already did it. Like look at me." Keep going. So at 260 doors, double that and then double it again And when you're really on this path, like that is how you become really great.
[00:20:10] Don't just say like, "Oh, I'm already the best in my market. So I'm there." You have not arrived yet.
[00:20:15] Jason: So I think those listening, I mean, you know, deep down whether your business is great or not. Whether you're really delivering the level of service and you know there's flaws. You know you're not at that great level yet.
[00:20:29] And to Sarah's credit, she was running a really effective business. I mean, you had 60 percent plus profit margin and you were part time. She's flexing here. So, but she fell in love with coaching clients at DoorGrow. She was like part time and she was like, "Hey," and she fell in love with something that she then really wanted to be great at.
[00:20:50] Here's the thing. You need to know who you are, ET talked about this. You need to know who you are and you need to become great. Not just the best in your market, if the bar is really low, but you need to become where, you know, deep down is great. And that level you know, Ben Hardy, who wrote the 10X is easier than 2X said the only person that knows your potential, that's between you and God and everyone else might say, "Oh, what you're doing is amazing. It's great." But you might know if there's more and no one else is going to be able to set that higher bar than yourself. You need to know what great is and decide what that looks like, and you need to become great. And what he said when you become great, the system that you need will come like Michael Jordan invested and became great. And then you're The right people were attracted to him. He found Phil Jackson, right? Michael Jackson found Quincy Jones, right? Then when you become great, you will, then the system will come.
[00:21:44] The system is out there. It's available and you will find the right system. And then once you have the system that you need, then you can leverage greatness. Then you can really leverage that greatness and truly showcase your greatness. And you don't have to be the most talented if you got the right system. You don't have to be the smartest
[00:22:04] if you have the right system, you don't need to be different, you just need be a better version of yourself and compete with yourself. And you know, that's it. You just really need the right system. And I got excited because at DoorGrow, we've built the system. We built the system for the best property managers.
[00:22:22] That was our intention. And I was really excited because I'm like, "we're the system! We've got the system." We just need to find those that really want to be great. And so I'm challenging everyone listening. I want you to want to be great, but you've got to want it. No one else is going to do it for you.
[00:22:35] And Sarah wants me to wrap up. You want me to wrap up? We'll wrap up. So only you can do the work, but doing it alone is a choice. That's what he said. So find he had this scripture. He said, find a man that's diligent at what he does. And he will stand before Kings. Nothing can stop you.
[00:22:51] Only you can stop you. You owe you. And then he said, he had people chanting, "I can, I will, I must." And so when you want to succeed as bad as you want to breathe, then you will be wildly successful. And we would love to be part of that journey. I'm a conductor with my pencil. All right. I'm just getting excited.
[00:23:12] I'm going to poke somebody in the eye here.
[00:23:13] Sarah: It's going to be me.
[00:23:16] Jason: "It's going to be me." All right. So anyway, reach out the DoorGrow. We would love to support you. And until next time to our mutual growth, bye everyone.
[00:23:25] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:23:51] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
If you have ever gone to big, in-person coaching events, masterminds, or conferences, you’ve probably come back to your team with a TON of ideas you want to implement.
In this episode, property management growth experts Jason and Sarah Hull talk about how to bring new ideas back to your business and implement them without totally overwhelming your team.
[01:22] Why we invest in coaching ourselves
[05:47] New ideas take time to implement
[09:37] You need better hooks!
[10:39] How to avoid overwhelming your team with new ideas
[17:54] The best live event for property managers
“People give up long before they get results in anything.”
“If you quit before you get the results, it's never going to work.”
“You can guarantee failure if you stop.”
“We grossly underestimate the amount of work that people put into something to achieve success or to get a result.”
[00:00:00] Jason: It's difficult because we come back from an event and then we pull the pin on a grenade and throw it into the middle of the room with our team. We're like, "Hey, here's this really exciting thing!" And it's exciting for us. But for them, they're like, "I already have all this work that I'm expected to do, and you want to like change everything now?"
[00:00:19] Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow property manager. DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings.
[00:00:44] Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses.
[00:01:00] We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow, along with Sarah Hull, co owner and COO of DoorGrow. Now let's get into the show. All right. So we just got back from doing what?
[00:01:25] Sarah: We went to two events back to back, which is a little crazy, but we did it. So we went to a Mastermind right outside of Nashville, Tennessee. And right after that, we went to a big event down in Orlando. It's Funnel Hacking Live.
[00:01:41] So we were gone for like a whole week.
[00:01:45] Jason: Yeah, a whole week of travel and events and how'd you like it?
[00:01:50] Sarah: I loved it. So it was a lot in a short amount of time especially with the travel. So we did four cities in three days. So that was kind of crazy, but it was really great.
[00:02:02] And then it was funny because we did our mastermind event and right after that, then we went to Funnel Hacking Live, and on the way to, and like from both of these events, we were then watching like an online course from Alex Hormozi. So it was just like information overload.
[00:02:21] Jason: Yeah so much. We have a lot of ideas. We do. We took a lot of notes. We have a lot of notes, a lot of ideas, and it can be a bit overwhelming. A lot of you probably feel like that when you go to events. You get a lot of ideas, a lot of stuff. And so we talked about how we need, like when we have some space, because we're getting caught up in all the work that we missed and everybody needing us.
[00:02:45] We need to block out at least a day or two to really just digest all of the stuff that we got and to prioritize it and figure out where's this going to fit in with what we're doing. So for you, what are some of the key takeaways that you got that you feel like you are motivated to work on as a result of all the stuff that we just downloaded?
[00:03:07] Sarah: Well, there's so many things I think if I were to have to choose right now and prioritize, I think probably like building my own personal brand would be on the top of the list. And doing the thing that I hate the most, which is social media. Yay. I hate social media so much. I just hate it, but it's a thing that you've got to do, I guess.
[00:03:31] Jason: Yeah. So a lot of people I think make the mistake of trying to build up the business brand on social media. Which generally is a lot less effective because people want to interact with people and most of the people that you follow are not a business, they're a person, right? And so I think that's one of the things that took away too, is I need to really focus on building up my personal brand.
[00:03:54] You need to focus on building up your personal brand and those two personal brands combined, you know, if we're focused on a business brand can feed that, but really, people want to connect with people. And so I've been really putting a lot more effort into short form video, cranking out a lot more content so that I can build a bigger and bigger following.
[00:04:14] And the one thing that really stuck out to me related to that is the importance of consistency and doing a piece of content every single day, rain or shine and so this is something we're trying to get in place so that we can crank out something every single day.
[00:04:34] Sarah: Every day. So I'm going to go from not doing social media to doing social media every day. It sounds horrible.
[00:04:44] Jason: Yeah. And I mean, from the first event we went to, one of the things that I took away is I need to go live a lot more often I need to be really contributing and adding value to our free Facebook group, which if you're a property manager, make sure you're in it. DoorGrowClub.Com and just providing value and not being so worried about everything looking perfect.
[00:05:08] You know, one of our mentors, he's just like driving, he's in a t shirt, like he just goes live in that group all the time. But then also putting out like nicely branded content on short form videos, something that I took away from the Funnel Hacking Live event that we went to, and putting that out every single day.
[00:05:26] And they showed these examples, right, of, you know, women and men that had done something every single day for a year, and how things just started to explode. Yeah. Eventually, once the algorithm learned they were going to be there, and they had a topic, and they were consistent, and they started to build an audience, then they started to get featured, and then they started to explode.
[00:05:47] Sarah: And then also, the other thing, too, is there are a few examples of this, where I don't remember which girl it was, maybe it was Jodi, maybe Jodi, I don't remember, but she was saying "Well, my brother was going to start this business and then he started doing social media content and then he stopped and I had asked him like, 'Hey, how are things going?'
[00:06:04] And he's like, 'ah, yeah, I stopped doing that.'" And she said, "well, what do you mean you stopped?" And he's like, "no, I didn't, it didn't work. Nothing happened from it." And he had only done it for a very short period of time, so he gave up. And I think that's what happens is people give up long before they get results in anything.
[00:06:23] And it's not just social media it's oftentimes in anything, you know, they're, you know, trying to make relationships with investors or with other real estate agents or their neighbor property managers you know, and they're like, "well, it didn't work, you know, I called, you know, I sent 500 emails and I did, you know, 100 calls and it didn't work."
[00:06:40] Yeah. And then if you quit before you get the results, it's never going to work, right? So you can guarantee failure if you stop.
[00:06:48] Jason: Yeah. I think one of the things I realized is that we grossly underestimate the amount of work that people put into something to achieve success or to get a result. And so, like, we learned this watching one of the Hormozi videos.
[00:07:06] He was talking about the sample size sometimes is just too small. He was like, " I did 300 flyers and I didn't get any calls." and he said, how many, did the guy do a day? 5,000. He's like, "I do 5,000 a day." He did 3,000 one time, like in a month. And he was like, "oh. This is what I thought was required. It's actually this."
[00:07:27] Sarah: Think about it, like if you're doing 300, if you contact 300 people, yeah, did you tap out your market? And the answer to that is probably no. Are there more than 300 investors in your market? I bet there are.
[00:07:39] Are there more than 300 real estate agents where you are? Unless you're in a tiny little podunk town like I was, you probably are.
[00:07:47] Jason: Yeah, so that's something that really stood out to me is I'm not doing enough. And so the level of work and the level of commitment that some of these entrepreneurs had in their businesses.
[00:07:59] really created some contrast for me. I was like, "wow, I'm not doing that." So what did I do? Like we're back. It was Monday yesterday. And I was like, all right, I got up at like four in the morning 4:30 in the morning. And I just worked on connecting and reaching out to a hundred people. So I sent out like a hundred voice messages to Instagram followers.
[00:08:23] That's my goal is to just crank out connecting to a hundred people every day and just do this. And that will create some connection and that will start to build stuff up. And if I put in the reps doing that, and then maybe get some support, I also challenged my team, like, see if you can reach out to a hundred people each day.
[00:08:43] So we'll see if we start to see some results. And I already started having conversations just from the initial outreach. So if I just do that every day, that should have a significant impact on the business and it compounds over time. And so then I'm also cranking out a lot more videos like this morning, you know, I'm took my daughter to school. On the way back where I'm not having to listen to Taylor Swift or I listen to her talk about Taylor Swift and tell me all the, like, theories and ideas about Taylor Swift. Like what's her cat's name. Right, like, all this stuff about Taylor Swift because she's like a Taylor Swift fanatic.
[00:09:17] Like, as soon as she's out of the car, I started recording videos while I'm driving. So then I have some, like, I've got my phone, I know how to get home, so, like, It's recording videos and I'm just talking about some different things. Hardest is sometimes just think, what should I talk about? So sometimes I'm asking chat GPT, like, "what should I talk about?"
[00:09:34] You know, And generating some prompts. And another thing that I learned about, or that really kind of sunk in a little more effectively was the idea of having hooks. A lot of people think they have a lead problem or a lead magnet problem or a lead gen problem. And really what Steven Larson, a friend of mine mentioned is you really just have a hook problem.
[00:10:03] You just don't have a good hook to capture people's attention in the first three to five seconds, that hook on a phone call matters on your marketing matters more than anything else. And so not having a good hook in the beginning can really cause you to lose a lot of money if you're spending money on advertising.
[00:10:21] So I'm now trying to be more conscious of the hook at the beginning of my videos that I'm creating and being more effective at creating hooks that capture attention or that are a pattern interrupt to get people to pay attention. Because if I don't do that. It doesn't matter how good the content is.
[00:10:39] Sarah: So I think one of the other things too is, and this happens every time we've seen it over and over again with our clients too, is they'll come, they'll go, especially one of our events because we jam pack stuff. So they'll come to one of the events and then they're like, "yeah, but I have so many great ideas. I don't know how to implement all of it." Or they're like, "yeah, but I don't know if my team will go for that. Like, I want to do that, but like, I just don't know if my team is going to go for that." And I think it's really common when someone goes to an event and they were there. So they had that experience. They saw everything they experienced at all. Like it sunk in, it hit them and they're like, "oh yeah, like it's super clear to me why we have to do this." And then they want to come back and they want to change things in the business and their team didn't have that same experience. Yeah, so the team wasn't at the event.
[00:11:27] The team is like, "hey, we're just holding down the fort while you're out, you know, doing this event," and then you come back like a crazy person and you're like "guys, we're going to change the whole business model! We're going to start doing things like this. We're going to do things like this instead and we're going to do all of this and I got all these great ideas and here's what we're going to do!" And the team was like, "what are you talking about? Why?" Like You come in hot like a crazy person. And I think there's kind of a better way to approach it. The one of the things I think that's really helpful. Is having some sort of strategic planning system like we use DoorGrow OS. That's our operating system. It's also available for you guys. If you're interested, it's like 97 bucks a month but it's a really great planning system so that instead of coming back with like 20,000 ideas and going, "yeah, I'm going to implement all of them."
[00:12:15] Realistically, you're not. Realistically, there are going to be things that are going to be priority and they take precedence and then there are going to be things that maybe you never do. And they're going to be things that you want to do, but they're going to be way down the line. And you need to really find a way to like organize all of this stuff and then prioritize.
[00:12:32] What are we actually going to do right now? Like, what would be the biggest thing that we could do right now to move the business forward? So something like that would help and having your team involved in that is a really great way to make sure that your team is actually bought in Instead of you coming back and coming like "hey, we're going to do this. We're going to do that this, and we're changing this and we're like going to hire these people and maybe we're going to fire, you know, John over there." Then the team is like "whoa!" like they feel like railroaded because they didn't have the same experience that you had.
[00:13:03] So having a meeting, we're going to do this to o, having a meeting with your team and just sharing the ideas. And you're not saying, "we're going to do this." All you're doing is just sharing the ideas that you learned. And that way it's like, "hey guys, I like, I learned this really cool thing and it kind of sparked an idea. I'd like to talk about that and see if it makes sense. Like, what do you guys think about this?" And that way you're involving your team in it instead of just saying, "we're going to do this." And they're like, "oh, I don't want to do that." We have to keep in mind that people don't like change. Change is scary.
[00:13:37] It's different. It's like you're getting them outside of their comfort zone and outside of their box. But if they're part of the conversation, and they feel like they have input, and like their opinion in the whole discussion actually matters and counts for something, they'll be a lot more bought in to whatever ideas you actually decide to implement and move forward with.
[00:13:59] Jason: Yeah, I think that's really important. It's difficult because we come back from an event and then we pull the pin on a grenade and throw it into the middle of the room with our team. We're like, "Hey, here's this really exciting thing!" And it's exciting for us. But for them, they're like, "I already have all this work that I'm expected to do, and you want to like change everything now?" And so our team members, they're not entrepreneurs for a reason, right? They want a job that gives them safety and security. They want peace. And we get a kick out of innovating, doing new things, changing stuff a lot of times. And we have this big picture vision and we're risk takers to start a business.
[00:14:38] We're cowboys and cowgirls. We're wild, right? And that can really be disruptive to the business if we don't get them gently to buy into the vision. And there's a way to do that, right? We do that through DoorGrow OS and through how we plan here at DoorGrow. You and I will probably talk about a bunch of ideas.
[00:14:57] We've already been talking a ton about all these different ideas that we got and all the things we could implement, all the things that we can do. And then we can figure out what we want to prioritize before we just go bombard the team with everything. And then we have a cadence of planning. So the things that do matter to us, we can start to mix into our cadence of planning, but there's a lot of things that we got from this that you and I can just take action on right away. Yeah. Without messing with the team at all. But it doesn't impact the team in any way, well, maybe inadvertently, but if I just start creating a whole bunch more videos, right? That's my time or I can spend..
[00:15:36] Sarah: Madi will hear this and be like, "really it doesn't affect the team?"
[00:15:39] Jason: Yeah, I know. My daughter who does the video editing and social media.
[00:15:43] Madi, I'm with you.
[00:15:44] She'll be editing this episode and saying "right, right"
[00:15:48] Sarah: Her face yesterday. Yeah. You're like, "I want to do a short form video every day," and she goes like, "every day? Like every...?" And she's like, "how soon are we going to do that?" And he's like, "as soon as possible."
[00:15:58] Jason: That was kind of a grenade. Yeah. And that may mean you, you need to build out the team a little bit. Maybe we need additional people, who knows, but.
[00:16:05] Sarah: So I think one of the things too that Aaron pointed out in the first part of our mastermind event that we went to is. Your team really needs consistency and your team needs to know that who they're working for is like, you're a safe bet because there's a lot of jobs out there.
[00:16:24] They can go work for just about anyone, and they're with you. They need to trust you to of course, change things and move things forward but do so in a way that doesn't completely disrupt, you know, their sense of safety. So doing things slower than probably we would want to do them is really important, right?
[00:16:48] Because then if you come back and you just. Yep it's a great analogy, just throwing the grenade in. It's, that is not safe. That is not steady. That is not slow. That's like, "hey, we went to this event, we were gone for a week, and in the week we decided to change everything about the business." The team's like, "what?"
[00:17:06] that means every time that you go to an event, your team is going to be panicked. Your team is going to panic. They're going to go, "oh god. They're going somewhere again. Oh crap. Now what?" And if we have this kind of sense of like impeding doom in the business then you can implement all of the ideas or none of the ideas or just one it won't even matter what you do because your team, they need to be bought in and they need to feel safe, so that they're on board with actually doing things However you're going to do them, it doesn't matter, but if you don't have the support of the team, and you aren't doing a good job at holding the, like, a good container for them, then you're not doing yourself any favors.
[00:17:51] Jason: Yeah, good stuff. Well, we have an event that's coming up in May. Which will be DoorGrow live. So people have plenty of time to get ready for this. So if you want to be part of An event where you get a bunch of ideas and you can get a grenade to throw at your team, I'm joking, then make sure you come to our DoorGrow live event It's it really is an awesome event.
[00:18:15] Okay, cool. Well, let's go ahead and wrap this up. So if you are a property management entrepreneur and you're wanting to add doors and you're wanting to grow your business and you're wanting to figure out operations because adding doors is starting to get uncomfortable for you, either of those issues, we can help you. Reach out to us at DoorGrow.
[00:18:33] And until next time to our mutual growth. Bye everyone.
[00:18:37] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:19:04] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
At DoorGrow, we have organized our clients into Tribes to provide them with connections, community, and support.
In today’s episode, property management growth experts Jason and Sarah Hull quickly talk about the importance of having these kinds of connections and being socially active as a property management entrepreneur.
[01:16] Why we created DoorGrow Tribes
[03:08] Find people on your same path
[04:54] The neighbor strategy
[06:04] In-person events for property managers
“You go faster together.”
“It's really surprising to me how many property management business owners do not know anybody else that does property management.”
“You need somebody you can look up to somebody that's ahead of you.”
“The in-between moments at conferences, events where you get to connect with people, make friends are probably the most impactful.”
[00:00:00] Jason: It's really surprising to me how many property management business owners do not know anybody else that does property management.
[00:00:07] They don't really have a relationship or friendship. They're not connected.
[00:00:13] All right. Welcome DoorGrow property managers to the DoorGrow show. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow property manager.
[00:00:33] DoorGrow property managers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not, because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:53] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow, along with Sarah Hull, co owner and COO of DoorGrow.
[00:01:16] Now let's get into the show. All right, today's topic, we were chatting about what we should talk about, and we're about to head out on a trip. Where are we going?
[00:01:25] Sarah: We are going to Salt Lake City, Utah. And what are we doing? We're doing a tribe event with our clients.
[00:01:31] Jason: Okay. She's excited.
[00:01:33] Sarah: I am so excited. This is our first one. We're kicking it off live.
[00:01:36] Jason: All right. So we've organized our clients into tribes because we've got this awesome, amazing mastermind, and we wanted people to be able to get to know each other because this Is really important. The in between moments at conferences, events where you get to connect with people, make friends are probably the most impactful and maybe even profit evoking in like instances in interactions that you have at the entire event a lot of times. And so we want to really facilitate those for our clients and get them connected and get them creating some relationships. So we're going to be doing something fun. We are. Yeah. So what's the agenda? Why don't we tell them?
[00:02:15] Sarah: Yeah. So we're just hanging out. We're spending a full day together. So our clients decided where we were going. We had all of our clients submit their ideas for a location and then what we're doing when we're there, like some sort of activity. And then everyone voted and this was the one with the most votes. So off we go. So we are going hiking in Little Cottonwood Canyon.
[00:02:37] Jason: Okay. Yeah. And I hear it's beautiful. So it's going to be awesome. So we're going to see that. Everybody's going to be mixing a little bit of business in there and we're going to be having some good conversations and my intention while I'm there is just to benefit everybody that shows up as much as I can as coach. Right. And I'm sure that's Sarah's goal as well.
[00:02:56] And we've got to go catch a flight. So we're going to keep this really brief. It's going to be a short episode. So, why is it important to have a tribe or to have friends or to have connections in your industry as an entrepreneur?
[00:03:08] Sarah: Oh, it's so important, and in fact, studies have shown that this is arguably the most important thing that you can do so that you can be successful in your business and in your growth and in your life is just be connected to other people who are working on similar things and like on a similar path and they're growth minded. And a lot of people unfortunately don't have that.
[00:03:34] So we provide that in our mastermind.
[00:03:37] Jason: A lot of you have heard the phrase, they say that you're the sum of the five people that you spend the most time with, and I think this is true in property management, your business and your relationship with your business will be the sum of the five property management business owners that you are the most connected to.
[00:03:53] And so somebody they can also support. You know, you need these relationships. You need somebody you can look up to somebody that's ahead of you, and we definitely have people that are ahead of others in our mastermind, and then you want people that are on the same path as you, because a lot of the people, like if you've got 200 doors and you're trying to hang around people with a thousand doors, yes, you'll learn some stuff.
[00:04:12] But also the game's changed. And the things that you need to do right now to grow your business are different than how they grew their business probably 10, 20 years ago, some of these guys or gals, right? And so you need to be doing what's current. And a lot of times they're watching you to see what the next thing is or they use you as the guinea pig.
[00:04:30] They don't want to make big sweeping changes or mistakes. Small companies, you're more nimble. You get to experiment. You get to do cool new things. And we do a lot of cool new things at DoorGrow with our clients. And so you need at least five friends. And it's really surprising to me how many property management business owners do not know anybody else that does property management.
[00:04:51] They don't really have a relationship or friendship. They're not connected. And we've been focused on this strategy of the neighbor strategy. Which you can check out by going to neighborstrategy. Com. If you'd like to get access to this free training, it's really cool. And it gets you connected to your neighbors.
[00:05:07] And it helps you both make more money and get each other more business. It's a no brainer. It's one of our favorite growth strategies. And we've got two of our clients are in the Salt Lake area and they've been handing business back and forth to each other. One does focus on more on focuses more on short term, one focuses more long term and they've been feeding each other business using this neighbor strategy.
[00:05:30] And it's not just sending business back and forth. It's a little bit deeper than that. And I teach you how to convert cold leads that might come in that you can field for or give to other people into a 90 percent close rate, warm lead. And so check this training out. You want to give this to all of your neighbors, get them to do it, and you're going to make a lot more money and they're just going to feed you business.
[00:05:49] Warm leads, 90 percent close rate, easy stuff to close. Really cool. So go out and get some neighbors and maybe join the DoorGrow mastermind and get into our tribe groups and start coming to our events and make some connections. Anything else we need to say about it?
[00:06:04] Sarah: I don't think so. I think we're excited about all of the things that we're doing cause we're rolling out a couple of different styles of events.
[00:06:11] Of course we're keeping our main one, our DoorGrow live. We're going to do that once a year. It'll be every May. So mark your calendars. It'll be every May. And then in the meantime, in the interim, like for our clients, we want to provide an opportunity for at least once a quarter for us to get together, like in person.
[00:06:28] So the DoorGrowLive will always be an Austin. The tribe events, it's like once a quarter, we have the opportunity to just get some face time and get some time around each other.
[00:06:38] And I feel like every time we do an event like this, the group that attends, they're just so bonded and it's like awesome to see. So we did an event back in. April and then in May we had our DoorGrow live and a lot of the people who attended our April event also attended DoorGrow live and they were like their own little like pod of people.
[00:06:59] They were messaging each other like in the old group and. Because you just get so like, comfortable around each other and it allows you to really like create a relationship and a connection that's not on the screen because that's like the thing now everybody's like, "Oh, I like, this is how I socialize with people is on a screen," that it's not like genuine real connection.
[00:07:19] Like it's very different when you're like face to face with someone and you can. Like feel their energy. That's really hard. Unless you're Roya Mattis, that's really hard to do through a screen.
[00:07:29] Jason: Cool. All right. So make sure you start getting around some property managers and get connected to some business owners because as entrepreneurs, we kind of isolate.
[00:07:38] We feel alone a lot of times, especially in the early stages of our entrepreneurial journey. Eventually you realize the fastest way forward is to be connected. It's masterminds, it's coaches. It's getting connected with other people. It's allowing other ideas. It's not all available on YouTube and reading a book and stuff you can just do on your own.
[00:07:57] Right? You go faster together. So let's get together. So that's our message today. And until next time to our mutual growth, check us out at DoorGrow.com. We would love to support you and your growth and move you through the DoorGrow code. If you go there, there's a free training. If you click the pink button on the homepage and you can learn all about what we do, how it can help you grow, book a call with our team and watch a whole bunch of testimonials and case studies of people that are scaling the shit out of their businesses. So we'll talk to hopefully you soon because you deserve this and you should be moving your business forward and should stop feeling frustrated, tired, and drained by your business. This should be fun. You should be making a lot of money. All right. That's enough. Talk to you soon.
[00:08:39] Bye everyone.
[00:08:40] you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:09:07] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Being a business owner can be incredibly stressful at times, and property management entrepreneurs know exactly how stressful it can be.
Today, property management growth experts Jason and Sarah Hull discuss how property management entrepreneurs can reduce and manage their stress.
[03:07] Why property managers are so stressed
[12:18] The secret to stress relief is… going for walks!
[13:42] The magic of mini breaks
[19:42] Taking care of your physical health to reduce stress
[22:52] You put too much pressure on yourself
[27:41] The problem with starting multiple businesses
“You put up with whatever situation you create.”
“The beautiful thing about having a business is that you can create the business. You can build it around you and you can structure it in a way that allows you to reduce your stress, especially once you start to build a team.”
“The business can take as much of you from you and your life as you're willing to allow it.”
“In order to have more than one successful business, you must first have one successful business.”
[00:00:00] Sarah: You put up with whatever situation you create and the beautiful thing about having a business is that you can create the business, you can build it around you, and you can structure it in a way that allows you to reduce your stress especially once you start to build a team.
[00:00:17] Jason: Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker.
[00:00:33] DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:51] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win.
[00:01:05] I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow, along with Sarah Hull, co owner and COO of DoorGrow. Now let's get into the show.
[00:01:19] All right. So today I reached out to Morgan, one of our coaches on our team, and I said, "What should we talk about on the podcast? What are you running into with clients lately related to coaching?" Should I just read what she said or...? I'll sum it up. So basically she said a lot of property managers have a lot on their plates. A lot of y'all have a lot on your plate and you're not taking care of yourself. And, you know, this might sting a little to hear for some of you are not taking care of yourself right now, you know, you should be, maybe you should be eating better, you should be getting more sleep, you should be having less stress, should be like stepping up more as mom or dad, taking care of your kids, being part of the family, whatever it is, but you're just, you're not able to really be there in a lot of different ways because you are too busy being a martyr, too busy being a martyr, allowing property management to take over your life, allowing tenants to take over your life, allowing owners to dictate your life, and you're trying to please all of these other people. Probably matter a lot less to you than your family does, right? So that's what we're
[00:02:39] chat about today. We're going to talk a little bit about today, about how it's possible to have it all. You can have a successful business. You can manage your time well, you can get support. You can have the space to work with DoorGrow, have time for coaching. You can have it all. And she also mentioned other big challenges is related to this is juggling multiple businesses. So these are some of the things we can get into today. Where should we start?
[00:03:07] Sarah: Well, I think a good place to start is Let's address the elephant in the room, which is like stress. Stress in property management is super common because it is a very stressful business. It's a high pace, like fast moving business. Typically it's not something where hey, we have, you know, 18 days to figure this out and we could just take our time. Oftentimes it's like a fast moving, high pressure industry in general.
[00:03:38] And I think that there are definitely ways to kind of help like reduce and mitigate stress. I just don't know how often people actually do it, and for a while I was in that bucket too. I really, I was like experiencing burnout and I think that's really common for people is just to go, "well, this is just normal. Like I own a business and this is normal and this is what owning a business is. This is what property management is, you know, this is what it's like. I have to just put up with it. And you don't. You put up with whatever situation you create and the beautiful thing about having a business is that you can create the business you can build it around you and you can structure it in a way that allows you to reduce your stress especially once you start to build a team.
[00:04:29] Jason: Yeah, I think In building a business, any business, any industry, the business can take as much of you from you and your life as you're willing to allow it. And so it's really about setting healthy boundaries. And boundaries really aren't so much about telling everybody else, this is how you need to treat me necessarily.
[00:04:53] Boundaries are really just about what you are going to do and not going to do. That's it, like it's in your wheelhouse. A lot of times people think boundaries are about like trying to control somebody else or telling somebody else you're not allowed to do this to me or say this or do... that's controlling.
[00:05:10] That's not necessarily boundaries. Boundaries really are, "if you do these things..." If the tenant's going to treat or talk to me this way, I'm going to, you know, do this, or if the owner is going to treat me or talk to me this way, then this is going to be the consequence I'm going to do this since about what you're going to do.
[00:05:28] And one of the ways you can easily set a boundary you know, back when I had a job, which is a while ago, I'm pretty much unemployable now. I think most of the entrepreneurs listening would agree they're unemployable now. You just wouldn't probably be able to work for somebody else. You're enjoying too much freedom as a business owner, even if it's your stress and your problem, it's yours, right? But one of the things I had to do is I had a job where I was managing an entire like tech support team and I got all the escalation calls and the work was never done. It was endless. It was never gone. It was never like, at the end of the day, I completed everything.
[00:06:06] And could just go home and it was all done and I'm sure property managers feel they feel a lot like this.
[00:06:12] Oh, yeah.
[00:06:12] It's just it's never done.
[00:06:14] It's never done.
[00:06:15] Always outstanding stuff.
[00:06:16] Always more to do...
[00:06:17] ...work orders waiting
[00:06:18] Sarah: ...more you could do, where you're like, "well, okay i'm done, but let me try to see if I can get these things in" or like, "Oh, maybe now I have some time to focus on, you know, this thing." and it's this never ending loop. It's a never ending cycle.
[00:06:34] Jason: And when you know you have this endless to do list that you're always adding to. So it becomes a to die list because you're just making it bigger all the time. Probably there needs to be a cutoff, right? And so one simple boundary is you can say, "I'm done at 5 p. m." Like I'm going home and "I'm going to be with my family and I'm not going to work." Right. "I'm done." And now you need to set some things up, some systems in place so that you can be legitimately done by 5 p. m. Maybe it's you have an after hours call center. Maybe it's you've got somebody else on your team that has a phone, maybe the after hour stuff, you've got Filipino team members where it's like during normal hours for them, whatever, but you have some way of saying, "I'm done at five." Then from there on out, I get to be dad, I get to be family member, I get to like, feed myself, and I think this is like, in my study of like, men and women, I think men need this way more than women, but probably everybody needs this, but we need a time gap between work and family to transition.
[00:07:42] I mean, at least like 30 minutes to an hour to decompress, especially when we first walk in the door. So like, guys, you need some way to become human again, because you're in like focus work mode and Sarah knows, like, I'm not good in that space. Like if she tries talking to me in that period. Like I'm not listening well, I'm not present and I'm like everyone's frustrated Like it just it doesn't go well.
[00:08:10] Sarah: There's usually a lot of "hello??"
[00:08:12] Jason: Yeah, and I'm like ruminating on the last thing somebody said or something else and I'm just I mean I'm in problem solving mode And I have to like get out of that space.
[00:08:23] Sarah: Yeah, like you're physically here, but you're just mentally like yeah elsewhere. You're not, and it's weird because people in your life don't know that, especially like if you work from home or if you have kids are like, if you're here, like you're here, I should be able to talk to you or call you or walk in your office or, right?
[00:08:44] And it's about kind of training. It's like, "Hey, I'm here, but just pretend like I'm not, I know you can see me, I know you can hear me, but during work hours, you got to pretend like I'm not here because a lot of people work outside the home. So just pretend in your brain, like unless there is an emergency, like I'm not here," but it's weird because when you can see someone and they're physically there, you just kind of expect them to be, you know, available.
[00:09:12] So it's I think what something that you could probably do a little bit better is like in that transitional period. Like just either hang out in your office or like go upstairs to the media room or go take a walk or something so that gives you space to like decompress and then when you're ready then come around me because women, I think our brains work just a little different than men's do but like if you have computers like it's like we have like a thousand tabs open at all times. Now they're open like they're doing stuff in the background But maybe there's like three tabs that you're actually looking at right now, but all the other ones, they're just like back here, kind of spinning. And all of a sudden one of those tabs is like, "Oh, ping! Hey, we need you!" And we're like, "Oh, pull that tab open. Like, let's go into that." And he's like, "Whoa, I'm not even paying attention yet."
[00:10:00] Jason: I've heard it described that women's brains have what's called diffuse awareness, which basically means they're way better multitaskers than us, but they're aware of everything going on at the same time.
[00:10:12] The disadvantage is pretty prominent when it comes to like war or like focusing on one thing right then and trying to shut out all the extra noise and all that like crazy craziness. That's where guys really tend to excel because we're singular focus in our brain. We can literally stop thinking. We can actually just not think about anything.
[00:10:34] Sometimes women are like, "what are you thinking about?" And we're like, "nothing." We can actually do that. And women don't get that a lot. I don't get it. I don't know. Like, how do you not think? Yeah.
[00:10:44] Sarah: I think in my sleep too. Like I wake up with ideas that I didn't have the night before. And it's like just something was spinning around in my brain overnight.
[00:10:52] Jason: So another thing I've noticed is I'm a lot more burnout by the end of the day if I don't get breaks. And a lot of times we have this, we get this obsessive need, like "I need to hustle, I got to do." And we become less and less effective. We're less and less present and we're less and less efficient and we're getting actually less done.
[00:11:13] And so I find that for me, taking little breaks throughout the day, which I've been trying to do when I take little breaks throughout the day, it allows my brain to kind of unwind a little bit. It's like they say, if you keep a bow strung all the time, it loses its spring and you can no longer shoot arrows, right?
[00:11:31] It's no longer effective as a tool. You unstring the bow when it's not in use. And so finding times throughout the day to give a little bit of break I think also as a way of setting boundaries for yourself and saying, I'm not going to just hiho silver all day long... and that's a Lone Ranger reference, but hiho silvering is where you're just, "I'm going to go! I'm going to solve the day! I'm going to do everything blah, blah, blah!" And you just go. And you're not really effective. You're just running around, go, go, going, you're not taking time to think, plan, meditate, chill out. You're reacting. Yeah, you're very, yes, you're very reactive instead of in control. So so I think that's another way to mitigate stress.
[00:12:18] One of my biggest secrets for stress is just going for walks. It's a form of bilateral stimulation. It gets both sides of your brain to go back and forth. There's a form of therapy called EMDR therapy. I did, I worked with an EMDR therapist for a year, just from all the stress and trauma that exists in being an entrepreneur. My business coach at the time was like, "you need to go get EMDR therapy." And I was like, "okay, I'll go do it." And it was really helpful. But then I realized, you know what? The light moving back and forth or the vibrating paddle or having them move your eye back and forth. Bilateral stimulation also happens when you just go for a walk, and you just focus on feeling your feet while you think about whatever's stressing you out. And so, we like to go for walks.
[00:13:04] Sarah: Yeah, we do. I love walking. I feel better after walks, and I feel like I do a lot of really good thinking, on walks too. It's it just because I'm away from everything, like I'm not in front of a device. I don't have my phone in my hand or I probably have it like on me, but I'm not like on it. I'm not looking at something. So it allows me to just. Focus on the thing that I want to focus on instead of whatever is calling my attention at that particular time. So, you know, if you've got emails piling up, like, and you're not looking at your email, you don't know that you have emails piling up because it's not in front of you.
[00:13:40] So I really do like going for walks. I do want to circle back to the mini break thing. I have really great story to share. So years ago in my former life, I sold insurance. And I was newer to the insurance company and there was a woman, there were a couple women, but there was one woman in particular at this company.
[00:14:02] She hated my guts, like oh my God, she hated me so much. I think to this day she still hates me. It's funny to me. I laugh about it. Oh man, she was so mean to me. She was just nasty, like sweet to my face awful behind my back in a lot of different ways. So one time she did not think I was at my desk and I had returned to my desk and we had like little cubicle desks and she was kind of around the corner talking with another woman who didn't like me at the time, ended up liking me, but didn't like me at the time.
[00:14:32] And I hear her say, " I don't even know why she has a job here. She doesn't do anything all day. All she does is walk around. She's never at her desk. She just walks around all day long and she talks to people." And it was hilarious to me, like so comically funny to me. The better part was when she turned around to walk by me and realize, because she said that like a minute earlier and walked by me and realized, "oh shit, she probably heard that because she was at the desk."
[00:15:03] And she's in a way, she had a point. What she missed is the big picture. So her point was like "she walks around a lot" and I do, I have to walk around a lot. I always have to, like, even I work from home now. I'm like, let me get the dog's treat, let me get the dog's out, like I'm going to just go take a lap, I'm going to get up and go, you know, get a drink of water, or I'll make myself a juice, or a coffee sometimes, like, there's certain days, I do laundry, so like, in between things, I'm going in and doing laundry, even if I just get up, sometimes, like, I have a bathroom in my office, I don't use that bathroom, I will get up and walk across to the other side of the house to use a different bathroom, why?
[00:15:42] Because it gives me a mini break. So I'm really big on taking mini breaks. I always have been. And something I learned recently, I didn't know that I was doing this, but mini breaks are so good for you because they allow you to like, just kind of decompress take a break of like. First of all, it gives your eyes a big rest because now we're no longer staring at a screen.
[00:16:05] Second of all, if you get up and you're walking, now you are getting that bilateral stimulation. And you're also like getting, if you're, if you sit too long, it's just not good for your body. Like sitting too long is not good. Standing too long is not good. Walking too long is not good. So we have to find that balance. But though, for those of us, like property managers who are not out in the field, We're the ones who are like hey, maybe we're, you know, at the desk and maybe we're doing sales that a lot of times it's at a desk. Jill, get up like every so often get up, but I would get in that office. It was funny.
[00:16:40] It was a three story building. We owned all three floors, well, they owned and then I would like, I would go down in the basement and like, go talk to somebody for a few minutes. Instead of calling them on the phone, I would go walk down and talk to them and get what I need and then come back up. Upstairs was the kitchen. So I would go make myself a coffee, come back down. I would walk to the other side to go to the bathroom. That way I'm giving myself a mini break. But the funny thing about this is I was the most productive agent month over month in that company in what I did, which is personal lines.
[00:17:11] So they're big performer and I'm not going to mention names, but they're big performer, she was great. And she's amazing. She's so great. I came in and I blew her out of the water every single month over month. And I quote unquote did nothing. So it was funny for me because I just laughed at that.
[00:17:28] I was like, "Oh, this is rich."
[00:17:30] Jason: Right. Yeah.
[00:17:31] Sarah: But I was able to outwork and outperform anybody, and I still am because my stamina is just like I have now trained my body and trained my brain. But part of doing that is taking a break. If you say Sarah, you have to sit down for the next eight hours or four hours or three hours and just sit here and focus and do work like, I can't do that.
[00:17:53] I need mini breaks. So even like in between coaching calls or in between sales calls or when I was doing property management and I was doing sales calls, I wasn't sitting at my desk. I was on my phone. I only ever talk on speaker. Everybody knows this about me. I only ever talk on speaker. So I was holding my phone.
[00:18:10] It's a little annoying sometimes
[00:18:12] ...holding my phone like this, but I would be up. I'd be pacing. I'd be walking around. Sometimes it was just back and forth in a room. Sometimes I'd go like in my closet and I'd come out. I'd go like down the hall. I'd come back. But I was always up walking and that gave me like a little mini break and I wasn't getting sore.
[00:18:30] Like my hips get sore if I sit too long. So I think these mini breaks. There's gold in there. So make sure and if you are someone who lives and dies by your calendar, that's fine. Like at least every two hours schedule yourself like a five to ten minute mini break. Now this doesn't have to be long.
[00:18:50] Sometimes people are like, "Oh, I can't take a huge break because then I'm like sacrificing time and I'm not getting enough done." You will get more done and these are mini breaks. I wasn't up like "hey, I'm going to go gallivanting for like you know, 20, 30 minutes. It's a 5 to 10 minute mini break. It gives your brain a rest.
[00:19:10] It gives your eyes a rest. It gives you a chance to get up and move and you will get more done that way. Do you gallivant? I used to gallivant a lot.
[00:19:20] Jason: I don't even know what that means. I mean, I picture you like, I picture somebody like Monty Python or something. You should know that word. I've heard the word.
[00:19:29] I just can't picture what you gallivanting would look like.
[00:19:33] All right. So, so what's interesting is some people say sitting is the new smoking. I don't think, I don't know, but maybe it's that bad. But I, what I do know is my Oura ring and which measures my heart rhythm and heart rate and stuff and my apple watch, which also does this stuff are constantly telling me that I need to stretch my legs or I need to stand up.
[00:19:58] I get notifications. It can tell that my heart rate is being and my heart is being affected and my health is being affected when I sit too long. So there's, you know, this is a legitimate thing. So getting up and moving around, I have a standing desk and it's typically up unless Sarah's in the room.
[00:20:17] Yeah. I don't stand.
[00:20:18] Otherwise I'm sitting on a ball chair. And for those watching the video, I put this on my treadmill. I have a treadmill under my desk that I'm normally I'll walk on and I can get 10, 000 steps very easily just at my desk. And I find the days that I actually walk. I work. At the very least stand.
[00:20:36] I have a lot more energy. I was really fatigued yesterday because I didn't stand or walk and I was like super tired at the end of the day. And so, one thing I want to point out is the days that I exercise and anyone that exercises consistently knows this is true, the days you exercise, you have a lot more energy.
[00:20:57] It gives you a lot more in the tank and it doesn't even have to be long. It could be a seven minute workout. Google seven minute workout. It could be a 15 minute workout, which I do with my X three bar bands, which I think are really cool, or it could be going to the gym and like going to the gym after work.
[00:21:16] A lot of guys will do that because it'll give them that space to become human again and get back into their body and become present and kind of work out, you know, the stress of the day, but working out is a proven phenomenal way of decreasing stress. And it gives you more time. It gives you more time back. Anytime you invest into exercise is going to give you more time back. And people that work out know this. Some of the most like effective brains that I follow in entrepreneurism are very fit. And it's been proven that when you contract muscle tissue, it pumps chemicals from your muscles that feed your bloodstream and in your brain and make you able to function more cognitively effectively. I think also the effect of discipline because it takes discipline to exercise. If you can discipline your body and discipline yourself in exercise and working out, Sarah works out, I work out multiple times a week, right? That discipline translates into business.
[00:22:22] I think a lot like it's a big deal. And I've noticed that people that can focus on their body and focus on their health, their business becomes a reflection of that to some degree, and are there really fat, unhealthy, overweight people that making a lot of money? Sure. There's always exceptions.
[00:22:42] However, I know that for me, I'm a lot more effective in business if I'm taking care of my health. So, and that lowers my stress. So should we talk about the idea of putting too much pressure on themselves?
[00:22:59] Sarah: Yeah, I think we could talk about that. And I think this kind of boils down to, it's like the age old problem of like, "well, I own the business and it's on my shoulders. Like I'm the one that has to do it. Or like, I can't get somebody to do that piece." Like even if people hire, they'll hire out for things, but they still hold on to things that they don't like or they really wish they could offload, but they, for whatever reason, they have this like mental roadblock and they're like, "I cannot, I can't give that to somebody else.
[00:23:32] It has to be me. Like people want to talk to me. It's got to be me. Like, oh I have to know that part of the business. I have to do that part of the business." And it's complete fallacy. So you don't need to do any one particular thing in your business. You can set your business up so that you do the things that you actually like and enjoy and build the business around those things and those things might change.
[00:23:58] So in the beginning, I was just talking about this on the scale call Friday, I think. So in the very beginning, when you're like a solopreneur and it's all you, yeah, everything is going to fall on your shoulders because it's just you. When you start to hire though, you can start to give away things that you really don't enjoy doing.
[00:24:18] Most of the times, this is what I see people do is they're like, well, I really like this piece, so I'm going to keep that piece and I'm going to give away these other pieces. But every once in a while, I still see people that they're like, oh, well, I'll ask them like, "what do you do in your business? Like, what do you do?"
[00:24:35] And sometimes I'll get answers like, "well, I do everything. Like I do all of it. Ha." And like they laugh about it. It's not funny to me at all. That's pain That's like pain coming through and they're trying to like use humor to disguise it and That sounds pretty freaking awful.
[00:24:51] Jason: Sometimes laughter is the stage Before crying, so sometimes it's the stage before crying for a lot of people they're like...
[00:24:58] Sarah: yeah, so even these people they have a team and I'm like, well, what do you do? And they're like, "well, I do everything," like yeah, but then what does your team do and they're like, "well They do these things and I'm like, and what do you do?"
[00:25:09] They're like, "well, I do everything else."
[00:25:11] " So do you enjoy doing everything else?" Most of the times it's, they say, "no."
[00:25:16] "So then why are you continuing to do it?" And they have this idea like planted in their brain that it has to be them. And it doesn't, it does not have to be you. You do not need to put all this crazy amount of pressure on yourself to be like, it's not all you.
[00:25:33] You don't need to be the face of the company. You don't just because you own it. You don't need to be the face of the company and there will be, absolutely, there will be stages in your business where you are the face of the company There will be stages in your business where you are the company. It's you're like, "well, let me talk to the leasing department... that's me. Let me talk to maintenance. That's me. Let me talk to accounting. That's me," right? But at some point those things are going to shift and you're going to keep hopefully just the things that you really enjoy doing And if it's not something you really enjoy doing, you've got to be able to offload that and trust your team to handle that. That's also going to reduce your pressure noise a lot.
[00:26:09] Jason: That's a big challenge we see it a lot. And the default for every entrepreneur is you move through the solopreneur stage, doing everything yourself. You build a team the wrong way, typically, which is you build the team based on what the business needs instead of what you need.
[00:26:25] And then you're more and more miserable as the team scales and the business scales, your name is in parentheses next to every person on the org chart, because they all come to you with questions. And if you're dealing with that frustration, you really should be talking with DoorGrow and letting us help you get out of that. We're really good at helping people restructure their teams and get out of that pressure and noise. And if you're listening to this, you probably can't see it. You can't see how you're doing things wrong. You just know it doesn't feel right. You're like, "I'm wearing hats that I don't want to wear. And I have an entire team."
[00:27:01] And a lot of times it's because we have some false beliefs, like "I'm the business owner. So I have to do the accounting. Or I'm the business owner. So I have to like be the person doing sales." There's nothing you have to do. If you own the business, you're king or queen, like you set the rules.
[00:27:18] You can decide what you want to do. You can be the receptionist if that's what you want to be. That's your dream. You can outsource or like hire for everything else. Right. You can't see those sometimes accurately who you are and the things that you really do enjoy and what your purpose is. And so this is one of the things we help clients get really clear on and then restructuring their team so can be really helpful.
[00:27:41] So related to this, a common scenario or problem is a lot of business owners put more and more pressure on themselves simply by starting more and more businesses. And this can be a big challenge, like entrepreneurs are entrepreneurs. And they're like they love starting stuff. They're like, let's start some shit.
[00:28:00] They want to start more stuff all the time because starting is fun and sexy and exciting. And you can have this fantasy for the business and this new idea, and then making all that work and doing everything and all that is not so fun and exciting. So they're jumping to the next fun thing, and then they have the next thing they know, they have like nine businesses, you know?
[00:28:21] Sarah: Yeah. And I think the other thing I see a lot is, especially with property management, there's a lot of crossover, right? They're like, "well, I could do property management and that goes hand in hand with real estate. And then that goes hand in hand with doing appraisals, and then that goes hand in hand doing inspections, and that goes hand in hand with insurance, and that goes hand in hand with being a notary, oh, and I could start a maintenance company, and now I could do like a cleaning company, and I can do this, and I can do this, and I can, and you and yourself.
[00:28:50] Jason: Cool maintenance, roofing. Yeah.
[00:28:51] Sarah: And we've seen that, and a lot of times when we see that, It's like, it's completely premature because in order to have more than one successful business, you must first have one successful business. So you can't have a business that's like, eh, and then go, "well, I'm just going to start another successful business."
[00:29:15] Well, if the first one isn't working out so well, how you do one thing is typically how you do everything. So if you have a business that isn't going super well, and then you're like, "Oh, I'm just going to start another one." Well, your other one is probably going to mirror very closely what the first one looks like.
[00:29:33] Yeah. Right. So I think that's, it's like it's just like temptation and it's like opportunity and it's just because there's so much that you're like, "well, I don't need to pay somebody to clean houses. Like I could just start a company and then my company I'll pay myself." But the problem is, and I'm not saying I am like, so not saying do not start multiple businesses.
[00:29:58] What I am saying is only look at starting other businesses once the main one or your first one is super solid. Like when it's running really well, it really doesn't need you. If you can go for like a month or two without really handling or touching or doing anything in that business, So if I can take you and I can pick you up and drop you off on a like desert island and you come back and your company is just fine, now you can look at starting another business.
[00:30:30] That's not the case? Don't do it yet.
[00:30:33] Jason: Yeah. The company should be better than how you left it if you have a good business. Should be better. It should be growing. It should be healthy. Yeah, so we're going to wrap this up. But the first first thing I want to say related that is I've talked about the five currencies in the past.
[00:30:50] The currency of focus. Which Sarah is talking about is the most important currency related to growing and scaling a business. The less you're focused on, and the less you're distracted by, the more you can help that business grow and grow faster. And so, just keep that in mind. At DoorGrow, we can help you become more of that entrepreneur that can solve all the gaps and all the problems with your one business, and it makes you a better entrepreneur for all the others.
[00:31:18] We've seen that happen a lot of times with our clients. And that's our goal is to teach you to be the entrepreneur that can have the business of your dreams. The only reason you don't have it yet is you're not yet that person. So one of my mentors said, "Jason, you don't have the business of your dreams yet because you're not yet the person that can run it yet."
[00:31:36] Which was a punch in the gut at the time. I was like, he's right. So, and the other thing that I've learned is that opportunity entrepreneurs, we see it everywhere. It's everywhere. "Oh, there's a problem. I could solve that. There's a problem. I could solve that. Oh, you need a pool maintenance person? Well, you could start a pool maintenance company to for property management."
[00:31:56] Like you, there's a million things you could do. That doesn't mean you should. And Entrepreneurs, some of the most powerful things that we can do as an entrepreneur in focus is to just say no and turn things down and to not do things until we really get things solid, like you were talking about. So, all right.
[00:32:15] So for those that have been watching us for a while or listening to the podcast for a while, I mean, I've, I talked to somebody this week that was like, "I've been listening for like three years" and it was like the first conversation I'd had with them. If you're sitting in the wings, listening to us, when is it going to be your turn? When's it going to be your turn? When do you get to be the person that gets to be the person getting these awesome results that our clients are getting? Why don't you believe you deserve this? Why are you being so hard on yourself and making things so difficult? Why don't you reach out? It's one thing, like there's some great free stuff that we give out.
[00:32:56] We want to coach you. We want to mentor you. We want to help you. We want to support you in getting your business to actually become the business of your dreams. Have the day to day that you want, lower your stress, lower your pressure and noise, be more of what you are meant to be. More mom, more dad, more family, better pet owner.
[00:33:17] I don't know, whatever you've got, right. Taking care of the people around you. Like we want to help you become the person you were meant to become when you started this business if you're doing it correctly and we want to help you do it correctly. So reach out to DoorGrow. Have a conversation with us.
[00:33:36] If you have at least 20, 30, 50, 100 doors, we can start to help you. We can help you eliminate some of your crazy expenses, run lean. If you have 200, 400, or more doors, we know that this is a significant challenge place point for most people. They're sometimes the least profitable per unit they've ever been.
[00:34:00] They're the most stressed they've ever been. They have an entire team. We can get you out of this like we can help solve this. This is a more fun problem for us to solve than even just getting doors. Getting doors is not hard. We can help you do that. For those of you that have the challenge, getting doors is no longer a challenge.
[00:34:16] How do we deal with all these doors? How do we deal with all these team members? How do I become profitable? We want to help you with that. We can help you with that significantly. And if you have. 600 doors plus, you've got an awesome team, maybe even a thousand doors plus. And you're like, I really want to get more from this.
[00:34:34] I want to optimize this more. I want to support my team more. I want to invest in them. I want my BDM. I want my operator to be working with DoorGrow and to take things to the next level. I want to feed into them and give them success. Then reach out to door girl. We've helped clients go from 600 to a thousand doors.
[00:34:53] We've helped clients over a thousand doors, clean up stuff they should have done when they first started their business. Reach out to us. We want to help you out. There's no reason not to. Anything that you do with us. You're going to get an ROI that's far greater than our system is paying you. It's a no brainer and just goo DoorGrow. com and that's it. So anything else? All right.
[00:35:18] I hate when you do that.
[00:35:19] I know but I want to give you the opportunity to have the last word But all right until next time to our mutual growth. Bye everyone.
[00:35:26] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:35:53] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Last time we talked about the difference between cold and warm leads. So how do you take this information and use it to grow your property management business?
Join property management growth experts Jason and Sarah Hull as they reveal the top strategies and DoorGrow secrets for growing a property management business.
[01:09] Strategy 1: The Neighbor Strategy
[07:33] The 3 kinds of neighbors to target
[11:59] Strategy 2: The Review Strategy
[16:26] Strategy 3: Real Estate Agent Referrals
[20:26] Strategy 4: Presenting to Groups
[25:32] Strategy 5: Product Research Interviews
“Not all leads are equal.”
“There is just so much abundance, and if you put yourself in a scarcity mindset, you're going to experience that for sure.”
“There is no shortage of business if you're a property manager.”
“This like scarcity mindset, we have to kill it. We have to get out of it.”
[00:00:00] Sarah: Especially in the U S like there is no shortage of business if you're a property manager.
[00:00:08] Jason: Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker.
[00:00:23] DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:42] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow along with Sarah Hull, co founder and COO of DoorGrow now let's get into the show.
[00:01:09] All right. So the topic we decided to talk about today is how to get the best leads for property management. We talked about previously the difference between cold and warm leads, right? So not all leads are equal. And if you missed that episode, go check that out. I highly recommend it. It will save you a ton of money and time, wasting your energy, cash effort, et cetera. So today we're going to talk about some of the best strategies. We're not going to go into a lot of detail. If you want to go deeper with us, you can reach out and we can coach you through this stuff and help you grow your business without spending a bunch of money on marketing.
[00:01:51] All right. So why don't we kick this off and we can tell them a little bit about the neighbor strategy, which we have a really cool training on that we will give to the audience for free. We'll tell you how you can get it. Let's do it. So, do you want to intro that one?
[00:02:07] Sarah: No, you do it, because this is your whole thing.
[00:02:10] You set up the whole page, so you do it. I don't want to miss anything.
[00:02:14] Jason: So, the Neighbor Strategy is a really simple concept. And the concept is, you probably have gotten a phone call before, at your property management office, And somebody said, "Hey, do you manage in X area, in some sort of area?"
[00:02:30] And the answer was no. And you just said "no." Or your team just said "no." And they hung up and said, "nope! We don't. Sorry!" And that is a perfectly good lead that somebody, one of your neighbors would love to have. And you just threw it in the garbage. So the analogy I use, if you go to neighborstrategy.Com and get this free training, you'll learn how to make this strategy work, but it's really simple. Our clients never get told no. They reach out to neighboring property management companies to just explain this. "Hey, sometimes I get calls for your area and I usually just throw that gold in the garbage. Would you like to have it?" And they always say yes. And in that I teach how to convert, even if that's a cold lead that came in for them, I teach you how to convert that or have your neighbors convert that.
[00:03:23] If you share the neighborstrategy.Com landing page with them so they can learn the training how to convert that from a cold lead 10 percent close rate into a 90 percent close rate warm lead. So you're able to refine this gold for them, give it to them, and they can then get this gold and they're getting business. And so we've got clients that are doing that with each other that are in neighboring markets. You can even do this with property management companies that are in your market that focus on a different niche than you.
[00:03:52] So if you do single family residential largely or small multi, there might be commercial companies and they get asked, "Hey, do you, can you also manage my rental home" and "no," and they throw it in the trash. You would probably like to have that, right? And so the neighbor strategy is a simple way and you can stack and add neighbors all around your market neighboring property management companies.
[00:04:15] Capturing some of that rain that they can't capture that could go to you and companies that are in your market that are a different niche than you, and I give you scripts. I give you the language to use and I have drawings and I explain how this all works and how to convert these from a cold lead into a warm lead and how to get your neighboring partners to do this as well. It's really a simple strategy that is super effective.
[00:04:39] So I highly recommend you check out neighborstrategy.Com. Go get this free training. We want to give this out because we know that if you have neighbors that are doing this strategy, then everybody wins. Everybody benefits. This benefits the entire industry, and it's really simple. Like leads should not be getting lost. And we don't want them just going and searching on Google, becoming cold, desensitized, looking at cheap pricing and becoming terrible potential clients. That hurts the entire industry. So this is a way to benefit the entire industry, which is part of our mission here at DoorGrow.
[00:05:16] Sarah: I think with the neighbor strategy, let's just address the elephant in the room because everyone goes, "I don't want people to know what I know. Like I want to be different. And like, I want to keep my knowledge a secret, right?" that's why I hear this all the time where they're like, I don't want anybody else to know. And it's that kind of mindset that really holds us back because there is just so much abundance, and if you put yourself in a scarcity mindset, really, that's like, you're going to experience that for sure.
[00:05:43] Like for sure. Especially in the U S like there is no shortage of business if you're a property manager. Most people do not know what property managers are. The ones that know what property managers are, they might not have a great perception of what property managers do why because they may have been burned in the past. They may have had like a really bad experience.
[00:06:06] They may just go, "oh, well, yeah but you just do like rent collection like I could do that myself," and any of us property managers that have had a conversation like that, it's hard to not laugh when someone's like "I could do it myself." You're like, "okay, do it yourself. Call me when you're ready. Do it yourself, and if you blow it up so bad, I probably won't even want to help you at that point because it's just going to be a huge mess for me." But there's so much that goes into it, right? So we have to also kind of keep in mind that if we really think about it, like you can kind of break this down by almost any sector, right?
[00:06:42] So if you see like a fast food chain, like Burger King, Wendy's, McDonald's, very, very rarely are they the only one in a huge area. They do better when there's more of them, like, packed closer. So, it's funny because you notice this when we drive around. Every time there's like a CVS, we'll see a CVS, and very close by, somewhere there's a Walgreens. Why would that be, right? So, why do these multi million dollar companies choose to put a CVS here and right across the street, a Walgreens? If they were worried about competition, do you think that they would do that? Hell no. They'd be like, "well, if CVS is there, I'm going way over here." But they know that by putting two similar options close together, it's actually going to draw in more business.
[00:07:33] Property management works very similarly. And the other thing to kind of keep in mind with this is I think there are three like neighbors kind of to target. One is neighbors that are outside of your area. So if you cover. Like Austin, but I don't go to Round Rock. Well, then find somebody in Round Rock, right? Like find people who border the area that you cover. That's the first one. The second one is find people that cover the same area that you cover, but in a different sector, like Jason said. So maybe I only do residential. I might want to partner with somebody who does commercial. Because odds are, at one point in time, I'm going to find somebody who wants commercial, and I don't do it, and I'd love to have somebody to pass that on to, and vice versa.
[00:08:20] And the third one, and this is the one where everybody goes, "I'm not doing that," just test it and try it. And I used to do this myself, so I'm not steering you in a direction that I would never have done. Find someone in your area does the same exact thing that you do now. Everybody here goes, "Whoa, now that's scary. I'm not giving business away to my competitors." Well, here's the thing is not all business is business that you want to take. And that's something that you really have to get solid in is what business, what properties, what clients, what tenants do I want to take? And what do I want to have in my portfolio? Because if you work with us at DoorGrow. We train everyone on the cycle of suck. And it's super easy to get like trapped in that. And it's because you just take on everything. You do not want to take on everything. And it doesn't mean that they're a bad client Maybe they're just not a fit for what you do.
[00:09:16] Maybe you could tell like the relationship isn't probably going to be super great. So when I was running my business, I was happy to give those off to somebody else. Why? Because I would rather them work with another property manager, even if it is my competitor, I would rather give that to a property manager so that they at least have some kind of chance with their rental property versus, "well, I'm just going to do it myself."
[00:09:39] And we all know, guys, we all know how that works. So those are the three that you would want to target with the neighbor strategy.
[00:09:45] Jason: Yeah, didn't you get some leads coming from a neighbor?
[00:09:49] Sarah: Yeah. Yeah. I got mostly from like neighbors that were outside of my area. My competitors were the type that would just take on anything.
[00:10:00] And it was fun to me because I was like, "well, if they're not a fit for me..." because I was a lot more picky. So if they're not a fit for me, if then I'm not taking them anyway. It's not like, "Oh, well, I'm going to give Jason this lead that I want." No, you're not going to give away leads that you want, right?
[00:10:17] You're just, if you don't want to take the business, if it's not a fit, if you like, it's just not going to work out, then does it hurt to give it away? No. They're going to have a better experience with some property manager than trying to do it on their own. And we want investors to have a good experience with their rental properties, even if it's not with you, because they're going to then buy more investment properties, right?
[00:10:43] And this is going to like promote the industry. So this like scarcity mindset, we have to kill it. We have to get out of it.
[00:10:51] Jason: Yeah, I think one month you have five doors from a neighboring property manager one month.
[00:10:56] Sarah: I got like 17.
[00:10:57] Jason: Yeah Okay. Yeah, so and that's from one right? And so If people are intentional, especially if you're in you know larger markets if you can hit all the people that are around your market or people that get sometimes get called or Asked about your market then you can get a bunch of business, right?
[00:11:18] It can add up all right for sure.
[00:11:20] Sarah: Like we even have clients. We have a bunch of clients like in the like la orange county area, but it's so crazy there with the traffic like, you know, like yeah on the map It says it could take you like 15 minutes but because of traffic it might take you an hour and a half or like two hours, right? So we even have like clients in our program that like refer business back and forth just because they know, because of the traffic, they're like, "well, if it's on the North point, I just don't want to take it." So that's another... and that's people in the same area that do the same thing that they do. And it makes your life easier because now your operational costs are going to be lower because you're not trying to drive like two hours to go do an inspection.
[00:11:59] Jason: All right. Let's talk about reviews next. Cool. So one strategy that's helped some of my clients add easily 200 doors in a year, if they get this game dialed in is online reviews. Now, all of you know this game you think, and a lot of you try to play this game and you think you know how to get reviews, but what we focus on at DoorGrow is focusing on reviews as if it's a sales lead, like putting it into your pipeline, following up and getting the majority of every new tenant and every new owner to give you a review.
[00:12:34] And there's a way of doing this so that it doesn't sound slimy. And it doesn't sound like a used car salesman in a way that they want to help you back and reciprocate. And we have scripts for this. We have ways that we help clients do this. And we have a tool to facilitate that and make the process even easier, which is GatherKudos, which any of you can sign up for GatherKudos at GatherKudos.com. It can integrate with things like Property Meld, and it just makes a review funnel that makes it easier for you to get valid feedback in your business, whether it's good or bad. And if it's good, it pushes them to choose a review site and gives them directions how to do it. So it just lubricates that process, makes it so much easier for your prospects to leave good reviews.
[00:13:21] Because we know that the negative reviewers are highly motivated and the good reviewers need a little bit of motivation, and so we have a training called Reputation Secrets where we teach how this can work super effectively. We've got clients that are crushing their competition in getting more reviews because they're getting almost all of their tenants and owners to get reviews if they really build this growth engine out. They can at least get the majority of each new tenant and owner to give them reviews.
[00:13:51] And if you're growing and adding doors, you're getting new tenants, you're getting new owners, and you can then be also getting new reviews. And if you're crushing it at the review game, that's better than having the top spot on Google because reviews function like warm leads.
[00:14:06] Sarah: And then James and Brian, when they came into the program, like when Brian came on, I think he said they had some online reviews, but they were either like a two something or a three something online. So like not super great, right? Why? Because all the people who were angry were like, "I'm going to be a keyboard warrior." And then they focused on the strategy and they got up to over four stars. And I think that helped them break the thousand door barrier. Yeah. They had added like over 400 doors in one year.
[00:14:35] And this was part of the strategy that helped them do that.
[00:14:38] Jason: Yeah. And less than a year. So the cool thing about this strategy of building this particular growth engine is that this is one that is very easily done by your team. This doesn't have to be your BDM. It doesn't have to be a salesy person. It doesn't have to be the business owner. This one can easily be done by your team and it can be systematized. It can just be part of your tenant and owner onboarding process if you build this engine correctly. So, and I guess that's all we probably need to say about that one. Yeah, it's a really great strategy. Really simple great strategy
[00:15:13] Sarah: It's free. It's a free strategy. This is not costing you any kind of money. You're not, you know spending money on marketing or advertising or ads or nothing like that. And it's really great I had so many clients contacting me or prospective clients contacting me because they're like, "oh I saw your review."
[00:15:33] Jason: Yeah, this strategy also helps boost your local SEO. If you're familiar with local SEO or ranking, Google looks at review diversity. Which means getting reviews from lots of different channels. So GatherKudos, and our method helps with you getting more reviews, not just on Google, but also Yelp and maybe Angie's List, City Search, Thumbtack, whatever you have or using, right?
[00:15:57] And so, review diversity. review quantities, so getting more reviews on each of those channels, and the review ratings, like getting good ratings. This helps filter out the bad ratings as well and helps you capture it locally so you can actually do something to mitigate that and help those people, which is what they usually really want.
[00:16:16] And so it makes the whole process easier. So we highly recommend that strategy. Very easy growth engine to build out if you understand how and we train our clients on that. So let's talk about the one that probably is one of the fastest methods to grow a property management business. I mean, one of our clients that added over 400 doors at another client that I had 310 in doors in just a year. This strategy. If you have, especially if you have a full time BDM, and if you don't, we can help you with the hiring piece and training of a BDM so you don't make mistakes there because we get a lot of people coming from BDM coaching companies and BDM placement companies that do not have good experiences.
[00:16:58] And then we help them clean that up. And people don't even know that we focus on that. So this would be referrals from real estate agents or from a variety of other sources that we talk about. But this can be very effective, but usually is very ineffective. Most property managers try to focus on this and get very few referrals on a monthly basis.
[00:17:23] Sarah: Yeah. And I was lumped in that too. And then back in my insurance days, cause I was doing insurance and I was doing property management when I first started out. And I was like, "Ooh, I'll get referrals from everyone. And it'll be so great." Cause everybody would just send me business. And I was doing everything the wrong way. And I wasn't getting a lot of referrals. And then things started to shift when I realized, "Hey, this is not working the way that I wanted it to work." So I had to make some changes to make it work better. But everyone like, they just always go about it the wrong way because this is like, this is a really common thought is like, "Hey, I'll get referrals. Like this is how a lot of businesses work is on referrals. So I'll just do that." And then what happens is they start to focus on getting referrals. They Don't know exactly how to make it work, but they just think "hey, it's simple like you should just be able to send me business," and then they wait and usually nothing comes in or if something comes in it's like, "thanks, but that's not really what I wanted."
[00:18:24] Jason: Yeah, the secret is you actually have to destroy the idea of getting referrals in the mind of the people you want referrals from and get something better. And so I touched on that on some previous episodes, if you dig around, but this is some of the really magical stuff that we share with clients, how they can get more real estate agents, connecting them to investors and close a lot more deals. And this creates warm leads. They're easy to close. They're early in the sales cycle.
[00:18:54] You can charge more money than typical in these situations. And so it's a win, win for all three parties all the way around. This is a, this is the fastest way I know of to grow a property management business. It works really well, but there's a lot of pitfalls in this. There's a lot of mistakes. We've listened to phone calls of some of our, you know, clients, setters or BDMs trying to.
[00:19:20] Like get relationships created with real estate agents and doing the outbound partner prospecting stuff that we talk about and there's a lot of failures and We have to coach them through this and it this is a and a growth engine that takes probably 90 days to build effectively to get to work effectively. The first 30 days you're going to build that engine from scratch and the second 30 days, we're going to make some major tweaks and changes.
[00:19:48] And then the last 30 days is where you start to hit pay dirt, where we tweak things to get that last 10 percent of dialing things in. That gives you 90 percent of the results. And this is where the magic happens. And most people quit too early, don't do it enough. They just go present to a big real estate office meeting while people stare at their phones and wonder why nobody like gives them leads. And it doesn't work. And they're like, "I've tried referrals. I've tried that," you know, so we hear that all the time. You've not tried it the way that we do it cause it works. And if it's not working for you, you're doing it wrong. That's all I'll say.
[00:20:23] All right. So, let's talk about groups.
[00:20:26] Let's talk about groups.
[00:20:28] Sarah: So can we talk about the big mistake of groups? Sure. . So everyone goes, oh, a group, I'll do a BNI.
[00:20:35] Jason: Oh yeah. wah wah. or a Chamber of Commerce. So we hear this all the time, like, "oh, I go to the BNI or I go to Chamber of Commerce" and I mean, that one's really simple. And to throw people a bone, we get asked this all the time, "well, I'm thinking to join a BNI group." would that be effective? The answer is usually no, because the way BNI works is you're going to have one expert in each category, which means there might be one real estate agent there you might be able to get a referral from. You'll have one of, one property manager, which is kind of nice. You don't have competition, right?
[00:21:09] But the challenge is most of the people there are not your target audience, and a lot of them are not able to connect you to your target audience, and there are better groups available in which you can either create the group and own it, or you can go find groups that exist and be part of it, in which you can have an entire group of potential referral partners, or an entire group of potential clients. And that's probably the first big step is just like, if you're going to go hunting, go where the game actually is. So, now groups, we recommend you do groups after you get good at one on one. And the challenge is most people go and try and present to a group and they think this is going to be so great, and they have no way of collecting people's information that are interested in the group. They don't know how to optimize that. They don't know the things to say. They don't understand concepts like trial closes and getting people to buy into things. They don't understand how to create leverage and how to get leads.
[00:22:10] You should be able to walk away from any group situation with leads and appointments. Yes. With scheduled appointments. And we teach our clients how to do this, how to optimize this, and how to identify and capture the people that are quick, early adopters, the people that take a little bit more nurturing, and the people that are a bit more skeptical. And this is something that you do throughout your presentation if you're doing it effectively, but you really, it doesn't make sense to go do a group presentation if you're not good at selling yet, and you're not good at one on one interactions, and you haven't built up, you know, the ability to close deals one on one, because groups, you're not going to close people in a group situation.
[00:22:56] You don't close them. In a group situation, at best, you can get a one on one interaction typically scheduled, and then you can close them. So we need to teach you how first to be really good at one on one. And then you can graduate to doing the group thing, but don't waste a good group opportunity. These are not super common.
[00:23:16] If somebody is like, "Hey, I'll let you come present to my group," and you blow it. Yeah. Yeah. You wasted all, like you wasted probably hundreds of doors of business that you could have gotten if it's a decent sized group. One of our clients went to a group, used a presentation that we gave him and he was able to close in his first time. He went to this group, it was a realtor investors association, real estate investor association, a rea group, whatever. And he was able to present to like 200, 300 people, the group had like 500 and he walked away and he had been stuck at like 60 doors for the first three or so years of his business. He couldn't figure out how to get ahead. He got 20 doors that month from doing one presentation. He got four or five owners. They each give him like four or five units or something like that. And he was able to add about 20 doors a month from just hanging out at this group. And being part of this group, and it's, he spent maybe max about five hours a month investing time into this group.
[00:24:20] That is an amazing return. Five hours a month to get 20 doors a month, right? He was at 300 doors in six months of using the strategy. And then his business started to fall apart a little bit because he was adding too many doors. And back then, way back then, we didn't have the systems that we have to help clients with that problem.
[00:24:42] We're like, we need to help clients solve that problem. We're good at solving that problem now. Like how do I deal with all these doors that I'm getting on? Which is a problem we think is super easy to create for clients to start adding an up doors that it gets painful. So groups can be very effective.
[00:24:56] But make sure you get good at one on one first. You don't waste those opportunities. I've heard so many stories of wasted opportunities presenting to a group of real estate agents And then afterwards they're like, "I don't know. How'd I do? I don't know. I think I did okay. Some couple people came up to me and said I did all right."
[00:25:12] "Cool. Did you get any appointments or leads or anything scheduled?"
[00:25:16] "Nothing," right? So and then maybe a lead here will trickle in like over time, but that's not effective. So a lot of these growth strategies they stack and they compound on each other.
[00:25:28] Let's touch on one more to wrap this up. Last one. This is a strategy we love to use with startups because startups they don't have a lot of confidence. They don't have a lot of knowledge. They're lacking a lot of knowledge about property management, and one of the big gaps in knowledge that they don't have that a lot of you that have been doing this for a long time and you've talked to a lot of owners is they don't understand their prospects' pain.
[00:25:55] They don't understand the prospects concerns. They don't understand the language that their potential clients use, and they don't understand the objections that are preventing them and knowing all that. Sometimes can take people a decade to really dial in. And so our way of collapsing time on this dramatically quickly, like really fast is a technique called or strategy called product research interviews.
[00:26:18] And this is also a great way to get your initial pool of clients, even if you're starting from zero. And so this strategy can work very well. I call this the Trojan horse of selling, but you're going to interview and we have the script for the interview. We have the four phase process for doing this. If you do this correctly, if you interview people that have rental properties and you do this effectively, you will be getting clients because getting clients is about having conversations with your target audience. And this gives you an excuse and an in to be able to get to know your target audience, to ask them questions and allow them to help you and give you advice and to why they are not currently working with a property manager and then be able to deal with all these and learn how to deal with all these objections and then how to do the ultimate pitch and how to solicit them in a non salesy way to do and give you another opportunity to pitch. But you get to pitch during this interview, you get to pitch your services.
[00:27:22] To people that may not have considered property management before. So this is an easy way to get your foot in the door and get some of your first initial clients and build a relationship of trust. And that can be very effective. Did you want to say anything about product research interviews?
[00:27:35] Sarah: No. Michael used it. He was still over the 200 something door mark, and he used it, and I think he said he added like five or six doors in one week, and that was only after doing a few phone calls.
[00:27:48] Jason: He said 10. He added 10. I don't remember. Something like 10.
[00:27:51] Sarah: So, I don't remember exactly how many. I can go back and look at the stats.
[00:27:54] Jason: Yeah, Michael Sullivan, he was on one of our podcast interviews we just did recently, a really great episode. Highly recommend you check it out. But he was like, "well, I'll try this and I'm an experienced property manager." He just came up with a different excuse to interview people instead of saying, "Hey, I'm starting a business and want to get some feedback."
[00:28:10] He used a different strategy and use this strategy. And he was able to add doors from the first person that he interviewed. And we've had clients have that situation happen as well. So this can work. It's not just for starters, but it can work for anybody. In fact, this is the strategy I use when I first started our mastermind.
[00:28:29] I did product research interviews to figure out what, how can I create the ultimate mastermind? Cool. I'll just interview people and ask them, what do you want? It was a little bit more complex than that, but that's kind of the idea. And that allowed me then to say, "Hey, would you be interested in this if I launched it and it had some of what you mentioned and the stuff that I'm pitching you on?" And everybody says, yes. And then I probably closed about half of them. And so that's how I started the mastermind so that I had a nice cohort and a pool of people to kick things off with. So, and this is one of the strategies I've used over and over again.
[00:29:05] With new product launches or new offers to figure out how do I make this as good as possible? And this will help you make your product and your offer and your pitch as good as possible Really cool strategy and we've got the goods on how to do that as well And we've got other growth strategies, but these are some great ways to get leads that costs less money.
[00:29:26] They take less time and they get you more warm leads and you'll close more deals more easily at a higher price point. And then if you do cold lead advertising, so there you go. And that's how to add lead, like get leads without doing SEO, without doing pay per click, without doing content marketing, without doing social media marketing, without doing pay per lead services, internet marketing.
[00:29:50] You don't have to do internet marketing in order to grow your business and to grow faster than those that are. So, and that's it. Anything else? Nope. All right then until next time to our mutual growth, everybody make sure to join our free facebook group Doorgrowclub.Com. We put trainings in there. We give out information, and our goal in that group is to nurture you and warm you up so you can trust us and become one of our clients. We then can change your life and that's what we want to do is to transform this industry. Until next time to our mutual growth, bye everyone.
[00:30:26] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
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Do you know the difference between cold and warm leads? If not, it could be costing you thousands or tens of thousands of dollars…
Join property management growth experts Jason and Sarah Hull as they reveal the ugly truth of using internet marketing and pay-per-lead services. Learn the difference between warm and cold leads and how to attract more warm leads in your property management business.
[02:46] What’s the Difference Between Warm and Cold Leads?
[06:28] What are the Problems with Cold Leads?
[14:14] How to Get Warmer Leads
“The difference between a cold and warm lead is that they know you, trust you, and like you.”
“Cold leads are only good when they come in for maybe about the first 10-15 minutes.”
“Sales and deals happen at the speed of trust.”
“Not all leads are equal.”
[00:00:00] Jason: One of our clients came to us, and we said, "what have you been doing for the last year to try to grow your business?" because they have not been very successful, they were doing a pay per lead service. They bought 322 leads in the last year. And I said, " how many doors did you get out of those 322 leads?" And they said that they got like 18.
[00:00:26] Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker.
[00:00:42] DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:01:00] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow, along with Sarah Hull, co owner and COO of DoorGrow. Now let's get into the show.
[00:01:26] All right. I always trip up a little bit trying to like introduce you. Like it's really hard, co owner, COO, like they both start with the same first letters and my brain's like COO's, owner, COO... I don't know. All right. So we were talking about today's topic and what we wanted to talk about. And what we were planning on talking about today is property management leads, specifically the difference between cold and warm leads. And a lot of you probably already know what that is, especially if you've been listening to the podcast a while, but I still get asked this question. I'm explaining, like these marketing channels will only give you cold leads and the close rate is only like 10 percent on those or worse, and these channels will give you warm leads, and people are like, "what's a warm lead? What's a cold lead?" I still get asked this question. So we're , to answer that today and we will give some examples of those And and help you figure out maybe a little bit towards the end, how to get some more leads because everybody wants more property management leads. How do I get more leads? And one of the challenges we can get into is related leads is sometimes you think you need more leads, but what you just need maybe is less leaks or maybe some better channels. So we'll chat about that. Okay, so Sarah, what's the difference between a cold and warm lead?
[00:02:51] Sarah: Oh, that's such a good question.
[00:02:53] Really there's a lot of differences, but I would say the main difference is like, where does it come and what is your close rate? Those are, I'm going to say, your two big ones. Where does it come from and what is your close rate?
[00:03:05] Jason: So Here, like, let's make this really simple for those of you listening. Now, a lead may start out as cold. It will, if you are effective, it will warm up, and then it will become hot, and then you will close the deal, right? So, what is the difference during this transition? The difference is trust level. That's the difference. The difference between a cold and warm lead is that they know you, trust you, and like you. That's the big difference between a cold and warm lead. They know you trust you and like you, then they're warm. Now, how do we create more trust? How do we make sure that they feel like they know us authentically and truly, and how do we get them to like us, right? And that's what makes a warm lead. So cold lead examples. Let's let, what are some typical cold lead examples?
[00:03:58] Sarah: Online really like, "Oh, I did a Google search."
[00:04:03] Jason: Okay. Yeah. Online. So we've got like SEO related to search engine marketing. We've got like Google ads, like pay per click. And I'm not saying "paper click" some people like think I'm saying I think it was paper click Like you're clicking papers.
[00:04:19] Sarah: Sometimes people say it so fast. It's like yeah paper click, you know.
[00:04:22] Jason: So those non nerds out there it is pay per click. Right, so per every click you're paying some money right is the idea of PPC. All right, so we've got SEO pay per click not paper click and then we've got...
[00:04:40] Sarah: I can't wait to see the transcription. I know it's going to be great. He's saying the same thing.
[00:04:45] Jason: Super confused... content marketing and then we've got social media marketing and then we have... you mentioned also pay per lead. Not paper leads not like made of paper leads. Okay, pay per lead. So pay per click example would be like google ads, facebook ads, things like this. You're paying for clicks or you're paying for views, right? And then pay per lead, that would be something like you know, lead services, like that. Yeah. Lead services that you pay to get leads. The end.
[00:05:20] Sarah: And this is like true in every industry, like every industry that sales is a part of it, they're like, "Hey, we will sell you leads," and then you essentially, you buy a lead, you pay money, you buy a lead.
[00:05:32] And then you think "Hey, here's this person. And I will call them because they are interested in the thing that I am selling."
[00:05:39] Jason: So let me give you an extreme example of cold lead marketing. One of our clients came to us, they had 1300 doors. Their BDM came on to one of our calls and we said, "what have you been doing for the last year to try to grow your business?" because they have not been very successful, and they said that they were doing a pay per lead service. And it's a very common one. A lot of people do in the industry, which is APM allpropertymanagement. com. I said, "how many leads did you buy from them?" because you pay per lead. They bought 322 leads in the last year. And I said, "cool. How many doors did you get out of those 322 leads?" And they said that they got like 18.
[00:06:23] Sarah: Something like that. So like a 10 percent close rate would have been like 32.
[00:06:27] Jason: So they, yeah, it was really bad close rate. Right now to compound this, and for those of you that want to do some math on your own cold lead marketing, I have a calculator for this.
[00:06:39] You can go to DoorGrow.com/ cold. That's my cold lead calculator. Wow. Yeah, it's old. Can we update that video? Maybe. There's a really old video. I have a much skinnier, less muscular face with a very big beard and mustache on it. So you might see it. I almost don't want people to go there. Oh, stop. I don't care how cool I look. It's good stuff. So go to the cold lead calculator. Don't watch the video. Put in the math and see what your cold lead acquisition cost is because here's where they'd spent money and i'm guessing it's like I don't know what apm charges nowadays maybe it's 50 bucks 60 bucks 80 bucks something somewhere in there. I'm guessing So 322 of those and then, but they're paying to have a full time BDM that's working on this and they're paying to have a setter working on this as well. That's a lot of expense annually. We're talking tens and tens of thousands of dollars, right? And so they're spending all of this money and they got 18 doors.
[00:07:38] If we took all of that expense, the business owner took all of that expense. And divided it by 18, that acquisition cost would be ridiculous. It would be ridiculous. This is like giving maybe a year, years of free management away just to get a client. It's not a profitable way to do growth, right? Now there are some that do these different cold lead channels, but they have to build an entire mechanism.
[00:08:04] They might have multiple BDMs there. They have sales CRMs. They're following up immediately as a lead comes in because the race is on. Cold leads are only good when they come in for maybe about the first 10, 15 minutes and then conversion rates drop like 80%. Right. So you have to like have immediate follow up and you have to be first. You have to be the first one to call them because APM, for example, is going to give it out to multiple companies.
[00:08:28] Sarah: Yeah. That's the thing to kind of keep in mind too, is, and I used to deal with this when I was in the insurance world is when you buy leads... yeah ..Like even if they tell you like you're the exclusive one, you're never it's never an exclusive lead It's never just being sold to you never because they're in the market. Tell you like, "oh. We won't sell this to anybody else." Like yes, you will. Yes, you absolutely will. So they're sick. You're selling it to multiple people who are trying to buy the same thing and then you've got it like hit that really fast
[00:09:01] Jason: Yes, so if somebody is looking online, that means they're at the end of the sales cycle, that means they're now hunting and looking, they're not just going to do one thing. Usually they're going to keep going until they find what they're looking for. And so even if it's an exclusive lead from some sort of service, and there are other services that will give you exclusively, which means they're not going to give it to five companies, they'll just give it to you. The challenge is these people are still in the market. They're hunting and looking now.
[00:09:31] Sarah: Before we get into warm leads, I was just so burned on this, like in the insurance world that I was like, : I'm never freaking doing leads again." Even if you're like, "Hey, I only want to like deal with qualified leads, right? Like I don't want like these like shitty, crappy leads that you call them and they're they have no idea who you are." They have no idea why you're calling them You're like, oh because you know, you were interested in getting a quote on your insurance and like "no I wasn't. What are you talking about?"
[00:09:58] Fake leads? Like, "I don't know how they got my information." So, like, crap leads. Like, real crap leads. Or... There were services too that would try to tell you they were more qualified, like in the insurance world for anyone who kind of is familiar, there are different coverage levels, right? So like in property management, there might be different tier levels in your pricing plan. You might say, "Hey, I only want to get people who are going to be in my top pricing plan. Send me those leads." And typically this is like the portfolio of, you know, what I deal with. And. Based off of that, they should be able to, like, use their algorithm to find people who are similar to that and push those people to you in the form of leads. Sounds fantastic. It's not because it never works that way. Even if you go, "listen, like I only want the people, you know, that have like full tort and like, you know, stacked coverage and like, you know, at least a hundred, 300 liability, send me only those." And then you'll get these leads and you call them and sure enough, you pull it up and they have like, Limited tort, they've got like no UMUIM, they've got like state minimum coverage and you're like, "this is not the lead that it's paying for." so you're paying for like a premium lead what you think is going to be like a qualified top tier lead and come to find they are not qualified and they are not top tier. So like, that's just the other thing to kind of keep in mind is even like, even the services that are like, "Hey, we're going to screen them more for you and like, tell us a little bit about, you know, what your top tier looks like, and we'll push you more people that have that Like algorithm, right?"
[00:11:38] And it just, it doesn't work that way. It just doesn't. It sounds really great, but it doesn't end up working that way. So, more often than not, you're talking with people that sometimes they have no idea what you're even calling them for. They are they're completely in the dark feel like, "I don't even know how you got my information I don't know why you're calling me. I don't even know what property management is," like they have no idea they're not interested or they are interested but now like they're being bombarded Because that lead is being sold to like multiple companies. So even if it's just you and one other company, now you've got two people who are calling going like, "Hey, you're interested in property management."
[00:12:18] And now that kind of puts them in like, it almost gives them like the buyer's power, right? Because they're like, "Oh, these people are now chasing me" like, "Oh yeah, Fred called me over here and Jason called me over here, but they're obviously both interested in working with me." Right. So it it just changes the dynamic a little bit. So that's kind of something else to kind of keep in mind when you're dealing with any kind of like pay per lead
[00:12:42] Jason: service.
[00:12:43] Yeah. They'll start regretting their decision to fill out some sort of lead form when they start getting called by multiple companies. Okay.
[00:12:50] Sarah: And they will continue to sell it even though like, because they don't like this, the service doesn't know. So if I was interested, if I was a legitimate lead and I was interested in property management. They might sell my lead to multiple companies. But if I talk with, let's say Jason, who does property management, and Jason closes the deal.
[00:13:10] Well, the service that is selling my lead does not know that Jason closed the deal. So technically I'm like off the market. I'm not interested in looking for another property manager anymore because I already found one and I closed the deal. They don't know that. So they will continue selling that lead.
[00:13:25] Jason: Okay. All right. So yeah the challenge with cold lead marketing and property management, the feedback I typically hear, and we used to do like Google ads for for clients. And one of the biggest challenges is you're always going to get a lot of people filling out lead forms or clicking on stuff because they know property managers will start to call them that are vendors.
[00:13:47] This happens all the time. Like vendors are like, "Hey, I want to talk to some property managers, so I'm going to fill out these lead forms. I'm going to click on their ads, and I'm a plumber, and I'm not interested in property management. And so some of these services like APM, they will like, if you tell them this was a bad lead, they will refund your money. To their credit, the challenge is imagine how many leads come through that nobody goes and ask for a refund. This still becomes a profit center for them.
[00:14:14] So, all right, so let's get into warm leads. So the challenge with warm leads is that people don't know necessarily what they are, how to get them. So let's talk about what a warm lead is. A warm lead, or look, these are people that know you, trust you and like you. We've established that some examples of higher trust or warmer leads would be leads that come in from your online reviews. If you have really good reviews, that could be a warm lead channel. They're like, "Hey man, they're the best rated company on Yelp or they're the best rated company on Google, or they have the most reviews on Google and they're rated really well. You know, I already can trust them," and they might read some testimonials to say "these guys are great. They're awesome The business owner's fantastic. The team's cool," like all that and they'll be like, okay now they have trust. So there's things that are trust indicators that help create trust. The website. Your website also can help create trust And so a lot of what we do with our clients at doorgrow is we show all of the trust leaks that exist in throughout the sales pipeline You've got leads that come in, but then if your business has all these trust leaks after it, it's like turning on the hose, getting more leads. And then you have all of these leads. And so we want to shore up all of the leaks that kill trust because sales and deals happen at the speed of trust. You've probably heard me say before. And so we want to increase the trust level throughout the process because that warms them up and allows you to close deals.
[00:15:43] So online reviews might be a channel for warm leads, referrals. Word of mouth you know, and these could be referrals from agents. This could be word of mouth from like your existing clients. Things like this have a high level of trust. They're like, "Hey, use this company." Now, what's really important to understand is that most warm lead channels, warm leads usually come before cold leads in most situations. Which means the warm lead table, the referral word of mouth table, usually the scraps that fall off of that table, the shitty cold lead, terrible scraps that fall off the referral word of mouth, warmly table are what are going to be looking online. So any online channel, SEO, paperclip, content marketing, social media marketing, paper lead, these are able to find and attract people that are at the end of the sale cycle, which means they're more price sensitive. They view you more as a commodity. They're getting bombarded or talking to multiple companies. You're now just all property managers are the same and they're looking for the cheapest price. And so if you're able to capture them earlier in the sales cycle, like even before they're searching online, even before they could even see online reviews, and you can capture through word of mouth or referrals or warm lead channels. You're going to be able to close deals at a higher price point. There's less price sensitivity and your close rate is really high for most referrals, I'm guessing most of you will say, close to a hundred percent, you know, it's something super high.
[00:17:14] If it's not higher than 70%, you have bad breath and you don't know it, right? It's like 80, 90%. So it's the opposite. So we've got warm leads at like 90 percent cold leads at like 10 percent or worse. Now the other challenge with cold leads and warm leads is cold leads take way more time. It takes a lot more time to nurture them, talk to them, phone calls with them. And a lot of times you still won't even get the deal. So you're wasting a lot more time trying to get business with cold leads. Warm leads take way less time. So if you eliminate all of your cold lead marketing channels, which we help a lot of our clients do completely eliminate advertising expense altogether, and then we help them. They're able to grow faster. So that company we talked about before, if they didn't have the 322 cold leads to work, and they spent all of that time with their setter and their closer, their BDM focused. And that's business development manager is what that stands for. Everybody asks me that. If those are focused a hundred percent on warm lead strategies, they would have added a hundred or hundreds of doors.
[00:18:20] One of our clients did just that. In contrast, came to us with 600 units in less than a year. They had added over 400 units, and they had broken the thousand door barrier. But it's because they were not focused on cold leads and their BDM full time was focused on real strategies that work, that were able to help them capture business much faster.
[00:18:45] So here's the question I usually ask. Would you rather have 10 cold leads or five warm leads? If you do some math here, 10 percent close rate, you have 10 old leads you might get one deal. Five warm leads, you'll probably get four. You'll probably get four deals out of five warm leads right? And you're going to spend way less time, probably two to three times less amount of time in trying to nurture somebody, talking to them, visiting the property, etc. Less time wasting. So if you're a small business owner and you're trying to grow a business, one of the worst things you could do is to muck up your lead generation with cold lead marketing that takes a ton of time and gets you very little yield and is super expensive because warm lead marketing costs basically 0.
[00:19:38] And you're like, "yeah, but it takes time." It takes less time than cold lead advertising does. It takes less follow up time, less time. So less time, less money, more deals. And a lot of people don't get this. They're like, "well, I just, I don't want to do all that work. I just want to throw money at the problem."
[00:19:56] Cool. Keep wasting your money while my clients are kicking your ass. Like we'll help them do that all day long because our clients are crushing it when it comes to adding doors and they're not spending any money. So they have a lot more bandwidth to be able to afford to improve their business and improve operations because they're not spending two, three, sometimes four or five grand a month on internet marketing.
[00:20:19] So they're able to grow faster.
[00:20:20] Hopefully all of you understand the difference between cold leads and warm leads. Not all leads are equal. People come to us all the time. They're like, "I want more leads." Well, if that is the thing that you're going to marketers and saying, "I just want more leads" with the assumption, the false assumption that all these are equal, you are red meat for a wolf that's going to destroy you, right? Because they're going to take your money and they're going to give you leads, but you don't know the difference between cold and warm leads, you're going to be taken for a ride and you're going to spend a lot of money and you're going to be one of those clients that comes to us and says, "I just spent a ton of money on X company, or, you know, ABC company or whatever for marketing, and I don't have a lot to show for it, but I've spent a lot of money and I've wasted a lot of time and I haven't added hundreds of doors, you know, over the last few years."
[00:21:11] So we would love to help you grow and scale your business, do things that are more effective and focus on warmer lead strategies and move your business forward, help you get all these leaks shored up. We have an amazing program in our mastermind. Our clients are crushing it. We have more case studies and testimonials than any other coaching property management coaching out there on the planet. I think we collected on the last year. We made like over 40 case study videos, and these are just videos we're capturing during our interactions and our calls with clients.
[00:21:44] And we would love to see you grow and succeed and help this industry grow and succeed and stop wasting your time, energy, and money, because we know if you spend a lot of money on cold lead marketing, and you're not getting a return, then you're losing money. Good marketing should make you way more money, that's an ROI, just like investing in rental properties should make you way more money in the long run than you're spending.
[00:22:10] You should have an ROI. And if you don't, then your business is going to suffer. Your customer service is the first thing to go down the drain. And then you're the next shitty property management company. And there's way too many of those in the industry, and savvy marketers, clever marketers are the ones that I think are destroying and hurting this industry in aggregate.
[00:22:29] And we're on a mission to change that here at DoorGrow. So I think that's it for today. We talked about cold leads, warm leads. Hopefully all of you understand the difference and reach out if you'd like some support and to get more warm leads.
[00:22:41] And until next time to our mutual growth. Bye everyone.
[00:22:45] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:23:12] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Real estate agent referrals can be a great source for leads in a property management business, but this strategy is often challenging and confusing for property management entrepreneurs.
Join property management experts Jason Hull and Sarah Hull as they dive into the world of real estate agent referrals and why they often don't work for property management entrepreneurs. Learn how to shift the focus from seeking referrals to creating impactful introductions that connect you with the right clients.
[02:24] The Problems with Trying to Get Referrals from Realtors
[05:39] How to be Memorable to Your Clients
[10:31] How Going Deeper can Land You More Deals
[15:24] Challenges with Asking for Referrals
[17:44] Don’t Make Realtors Sell for You + Building Confidence
“We have maybe three or four different bodies or parts of ourselves. We have our intuitive, we have our mental, we have our emotional, and we have our physical.”
“What I found was they'll have a logical mental memory of something, but a logical mental memory of something alone doesn't really stay there unless there's emotion connected to it.”
“If they're not excited or feel something, why would they be motivated to give you referrals or even remember you or think about you?”
“Depth is where the magic happens.”
[00:00:00] Jason: They wake up every morning wanting something and it's not property management and it's not like helping their clients with property management that is not at the forefront of their mind, their heart and their desires. What do they want? They want money. They want more real estate deals.
[00:00:17] Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow hacker. DoorGrow hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it you think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals relationships and residual income. At DoorGrow, we are on a mission to transform property management, business owners and their businesses.
[00:00:59] We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow, along with Sarah Hull, the co owner and COO of DoorGrow. Now let's get into the show.
[00:01:20] My iPad dinged. I didn't turn on do not disturb when it started. I need my— I have to have a pre flight checklist like right there. Like I got to do it. So, it's on do not disturb now. By the way, I was talking with a client this week. And he said that he had some of my videos playing in the background and he forgot and he came back into the room and he heard this voice talking, and he's like, "why is Ed Norton talking in my office?" You know who Ed Norton is?
[00:01:55] Sarah: No.
[00:01:56] Jason: All right for those of you listening, you probably know he's an actor, very famous actor, but apparently I might sound like Ed Norton, so I don't know.
[00:02:05] Sarah: I'm one of those people, don't ask me like, "oh do you know like this?" Don't name drop with me, I don't know who they are.
[00:02:10] Jason: She doesn't care.
[00:02:12] Sarah: I don't, especially if it's like a celebrity, now I really don't know.
[00:02:16] Jason: Yeah, she's like, they're not paying me.
[00:02:19] Sarah: I have no idea who they are.
[00:02:20] Jason: Okay.
[00:02:20] Sarah: I don't know. Alright. I can maybe name like five celebrities.
[00:02:24] Jason: So our topic is, and we had a question asked about this in our Facebook group in the DoorGrow Club. So if you're interested in what I told him and the coaching that— I created a video and I put it into there, go check it out You can go to doorgrowclub.Com. But the topic was— He was basically frustrated about getting agent referrals. Like how do you make this work? So a lot of property managers think a great lead source would be getting referrals from real estate agents, but we found that it doesn't work very well if you're asking for referrals. And so I wanted to talk about why real estate agent referrals in property management don't work. And maybe if you can understand why it doesn't work, you might be interested in reaching out to DoorGrow and learning how we make this work really well. So what typically happens with people that go out and they think "I'm going to go get some real estate agents to give me referrals 'cause they might know some investors."
[00:03:23] Sarah: Yeah. And I did it too. So like, I'm guilty as charged, but it was like, "Hey, so if you ever know anybody who needs property management, then just like, let me know, like, here's my card, here's my information. Like, just give me a call."
[00:03:36] Jason: Yeah.
[00:03:36] Sarah: " Keep me in mind." It doesn't work.
[00:03:39] Jason: Or they'll go and like, "Hey, could I present to your office about property management?" and so they'll go do to the real estate office. They have their morning meeting, you know, in their office maybe once a week and they go present and they sit there and they pitch and talk about property management and how they're so good and all this stuff. And then at the end, they're sitting there insecure, wondering like, "Why was everybody just eating donuts and looking at their phone the whole time?" you know, and "nobody's coming up to me." And maybe one person says, "Hey, nice presentation," you know, and then you walk away with nothing, and they don't really care about you, right? So, why doesn't this work? Because a lot of people try this. Why aren't they getting tons of referrals from real estate agents?
[00:04:22] Sarah: Well, there's a lot of different reasons. I think one of the big ones is we're just relying on people to remember you like "oh, hey if you need, you know If you come across somebody who needs property management, then you have to just remember that I do it and then hopefully You know, pass it on over to me." and they're not going to remember you unless there's a really good reason to there, especially if they don't see like a benefit in it for them. So if you're like, Oh yeah, who paints houses? It's like, now I have to go find people that paint houses. But very rarely do we have like this Rolodex in our head of, you know, people who do certain things. We do have connections to people who do things that we refer out to a lot. So for example, in real estate, you might know somebody that paints houses. You might know somebody that cleans. You might do, you know, know someone who does some like handyman work. Because if you've got a client who's buying a house and they're like, yeah, but I hate the color. It's like, "oh, don't worry. I'll just send you to John and he'll paint the whole thing for you, right?" But property management is a little bit different unless you're working with a lot of investors, then you probably just don't need to have a property manager, like in your Rolodex. So that's one of the first reasons why it doesn't work.
[00:05:39] Jason: Okay. So, I like what you said about it not being memorable. So I'll talk about memory real quick. So we have, you could say that we have maybe three or four different bodies or parts of ourselves. We have our intuitive, we have our mental, we have our emotional, and we have our physical right? And I used to do, you know, some emotional processing work with people like I would help them work through emotional stuff. And what I found was they'll have a logical mental memory of something, but a logical mental memory of something alone doesn't, they don't retain it, or it doesn't really stay there unless there's emotion connected to it. And so. The example I like to share with people is I just asked him, what were you doing on the day of 9 11? And what was the weather like? And they can usually remember quite a bit in detail, even though it was quite long ago. And I say, what was the day like 2 days before? And they're like, "I have no idea," right? Because there's no emotion. Maybe if they were hypnotized, their logical brain could go, "yeah, I could, I remember this," but we don't really retain things well, if there is an emotion connected to it. So that's one of the reasons why they don't, they didn't feel anything in you talking to them. They don't, they're not excited. If they're not excited or feel something, why would they be motivated to give you referrals or even remember you or think about you? So the anchor that we've created with them is— And anchoring is a neurolinguistic programming tactic. You can do this very strategically and effectively. You can create anchors. You also can create emotional states in people by the way that you communicate and maybe even listen to this. You're like getting a little bit excited. You're feeling a little bit excited about getting agent referrals, but you still don't know how it works, right? So what I did is I just created a state in you just a little bit. All right. So, the reason I think agent referrals don't work is because real estate agents don't care about you and your business.
[00:07:39] Sarah: The other reason they don't care: why would they don't care about what somebody else is doing? They're not, you know walking around going. "Oh, how can I help you today? How can I help you today? And how can I help you?" They're like, "what am I doing? Like, what's on my plate today? What do I have to do?" And the sooner we realize, like, hey, people are just in their own little bubble. Like, they're worried about what is right in front of them. And like, what are the tasks that they have to focus on? And what's going on in their life? And what are they thinking? What are they feeling? They're not very often stepping outside of that to go like, "Oh what is he feeling today? And what is she feeling today? You know, what are you dealing with?" People are very concerned with, you know, what they've got going on and that's just, that's normal. So we need to kind of just understand that and then figure out, "well, okay, if that's the mindset and the headspace that people are in knowing that, what do we do differently?
[00:08:36] Jason: Yeah, I think we need to figure out like, what do they actually want?" They wake up every morning wanting something and it's not property management and it's not like helping their clients with property management that is not at the forefront of their mind, their heart and their desires. What do they want? They want money. They want more real estate deals. And so you have got to connect them getting more real estate deals to them connecting you to their investor clients. You've got to figure out how to make that connection. So we have this very well scripted out. We have our clients that are, let's talk about some results. Like some of our clients, one of our clients, one of our best success stories this year in less than a year has added 400 doors in less than a year without really focusing on paid advertising really at all, right? Contrast that. So they've broken the thousand door barrier. Another client came to us and they have I think 1300, 1700 doors and their BDM bought 322 leads from a lead service, like, I'll just say APM. They bought it from APM and they closed 18. They closed 18 in the last year of those. They got 18 doors in the last year. If you calculate what each of those probably costs and they have a full time BDM that they're paying to work this, they have a setter that they're paying.
[00:09:56] Like this is expensive with the per deal acquisition costs must be ridiculous. If they spent all of that time and all of that money and all. You know, follow up and everything else doing the strategies that we teach a DoorGrow, they probably could have, they might've been able to double their portfolio over the last several years. They're just churning and burning through all this energy, time, focus, cash and effort. Like, it's super wasteful. So, one of our clients added 310 doors just using this strategy in a year from only five or six agents. So a couple of things, the reasons that agent referrals don't work, we've established, they don't care about you, they care about getting more deals. You've got to connect that you aren't making them feel something. They want to feel excited. They feel excited about getting more deals. You're creating a weak anchor. Other ways in which this isn't working is that. You're not really getting to know them well enough. There's not enough depth in the relationship or a connection. They're not going to connect you to somebody unless they feel really safe with you and they like you. And so a lot of people are trying to do this so superficially, like "let's go pitch to a whole group and maybe I'll magically get a bunch of leads that come in from them." There's no depth there.
[00:11:14] There's a lot of width, right? You're hitting a lot of people, but depth is where the magic happens. This is probably the greatest secret I think that we teach in helping people grow and add doors rapidly is we just get them doing depth in a way that none of their competitors are doing it. Going deeper. That means more personal, more intimate, more one on one, like focusing on like in person or video, whatever's the deepest things that you can do, you're going to grow faster. So I think there's also a lack of depth is a challenge. I think also with why agent referrals don't work is because nobody comes up to them and says they need property management. This almost never happens. And if it does—
[00:12:01] Sarah: If they do, they're not the ones you want to take on.
[00:12:03] Jason: Right.
[00:12:03] Sarah: Like, "Hey, I desperately need a property manager. Please help me. Like, I don't want that.
[00:12:08] Jason: Yeah.
[00:12:09] Sarah: I want somebody who's we know without even asking any further questions, this is not going to be a great property to take on.
[00:12:15] Jason: Yeah. Their hair has to be on fire or that like to call their agent up and say, "Hey, this rental property, it's a nightmare for me. I have this huge problem. I've got an eviction. I need to get done. It's a meth house. Like they, they burned down the back porch. Like it's leaking. Like they, like, they won't let us in. They've got a pit bull, right? Whatever, right? It's a nightmare." And for you to take it on, you would, it would probably—
[00:12:42] Sarah: They're breeding dogs and the tenants were addicted to drugs. One's in rehab. One just died. Now we have I think there was like 12 dogs in the house. There were puppies. We had to do like a puppy rescue.
[00:12:54] Jason: Oh gosh.
[00:12:55] Sarah: We've seen it all. Super fun as a property manager.
[00:12:58] Jason: Yeah. The things you property managers have seen, right?
[00:13:00] Sarah: It's like, "oh, hey, you know what? Jason does property management. Let me call Jason." And Jason was like, "I don't want that." I'm like, "why? No. Like, thanks for thinking of me, I guess." And now, that almost, like, shoots you in the foot even worse, because now it's like, "hey, well, now I have something to give you, and I gave it to you, and you don't even want it?"
[00:13:19] Jason: Right.
[00:13:19] Sarah: So now we're like taking what could be a good relationship and kind of saying like, yeah, well, thanks for that lead, but it's garbage. Yeah. Thanks for giving me the shittiest thing you could possibly find.
[00:13:30] Jason: Yeah. The worst thing you could do is finally get them to give you a referral. You've been bugging them over and over again. They're like, "here, somebody came to me, here you go. And can you help my client out?" And you're like. " Do I have to? Like, I don't want to change somebody else's dirty diaper." Like you don't want to deal with this. You don't want to deal with this problem.
[00:13:48] Sarah: Right. And it's probably not gonna be profitable for you. It's probably not like if I think if a lot of property managers ran a profit and loss statement, or like a cost analysis on each individual door, which some of those low rent doors would not be profitable for you, right?
[00:14:05] Jason: You should know some of those owners.
[00:14:07] Sarah: These are part of, yeah, these are part of knowing your financials. We have a whole course in here about it, but there are certain data that you should just know in your business, you should know which doors, you know, are profitable, which doors maybe are not so profitable, which clients are and are not profitable. You should know all of that. But if you really start to dig into that, you're right. You're going to see very clearly like, Hey. This one doesn't quite measure up to, you know, what we're hoping for. But if you're just waiting for somebody to go, "Hey, I need a property manager. Like that's what we're getting. We're getting the, "Oh my God, I have this like awful situation and now I need somebody like that's what we're waiting to get."
[00:14:50] Jason: Yeah. I mean to expect that a bunch of people are just going to walk up to a real estate agent and say, "Hey, I need a property manager. Who do you got that almost never ever happens. It's super rare. Now, some of you have gotten some referrals from agents and it might've been some sort of scenario like that. Like they came up to him and said, "Hey, they need a property manager," but it's probably super rare. So you're probably not getting, you know, 10, 20, 30 doors a month from this engine. The other challenge why agent referrals don't work is a lot of real estate agents don't even work with investors. Most real estate, 50 percent of real estate agents in the last year, the stat I heard was they didn't even do a single deal.
[00:15:38] Sarah: Oh yeah. Yeah, I was talking with a client, I think yesterday with anyone with them and he's in the Miami market and like in his like city alone. I think there was something like 60, 000 agents, but out of those 60, 000 agents, like, you know, they're not all active and then out of the ones that are active, like, what are the ones that I've actually done a deal? What are the ones that actually do multiple deals? And then what are the ones that actually work with investors?
[00:16:04] Jason: The ones that actually work with investors must be a pretty small pool. Like maybe they'll do a deal occasionally, but how many agents are regularly working with investors? All the time, and they have a Rolodex and a pool of a bunch of investors that they have connections to not very many. So, our client that added 310 doors in a year, he did it from only 5 or 6 real estate agents he told me. That was it, but he said he tried calling a 1000 to find those 5 or 6. So that's a lot of deals from very few. He had to kiss a lot of frogs to find a few princesses. Right? Or princes, whatever. So, now, a lot of real estate agents are working with investors. So you need to find the ones that do. So this is another reason why referrals don't work. You go pitch to a office meeting. You might as well just like— well, I'm not going to give away all our strategy, but you might as well just ask, like how many of you work with investors? If no one's raising their hand, you might as well just end and say, "cool, if you find anybody, send them our way." And that's my time, right? You don't need to be wasting your time. Another reason referrals in general don't work is that you don't even go to the right audience. So if you're going to real estate agents that don't have investors, that's the wrong audience. Some go even worse than they go to a BNI group where there might be one real estate agent only, or they go to a chamber of commerce, or some sort of networking groups and they're like, "Hey, everybody, and nobody there really has rental properties. Maybe like, they're not even an investor or they don't have connections to investors. And so those kind of things can be a big time, suck or a waste of time when there's way more effective strategies. So now, another reason why referrals, agent referrals for property managers don't work is you are, if you're asking for referrals, which is the wrong thing to actually ask for, you're expecting them to sell for you. So, the idea of a referral, if we break this down, is somebody's going to come up to them. And say, "I have this problem. They're going to say, let me sell you on this idea of getting a property manager and then connect you to somebody." You're expecting them to sell for you. The way our clients are winning this game is we've set it up so that you get to sell. The client, our client gets to sell, not the real estate agent. So what we teach instead is to focus on getting introductions. So, so that is— and if you want to learn more about that, we recommend you get into our program because our clients are crushing it. We have scripts for this, all of this. All right. Any other things about this that are not why realtor referrals don't work for most people?
[00:18:48] Sarah: I think that about covers it.
[00:18:50] Jason: I think if I were to add one more thing, it would be a lack of confidence. So a lot of property managers don't go into these situations knowing clearly how to get Referrals to come from them. They don't know how to create these relationships effectively. They don't know the language, the scripting to use. Oh, this is a big one that we missed. Another big reason is they're not going to refer to you if your business is a real estate brand. This makes them feel very unsafe. So this is why we rebrand a large percentage of our clients. If your brand has 'real estate' or 'realty,' or they know that you're a real estate agent, it's like all over the tin. They don't want to send people to you because they don't want to lose their clients and they're afraid of their clients being stolen by you. And everybody says, "Oh, well, I'll just promise I'll refer them back," but their clients might put pressure on you or know that you do real estate. You need to create a scenario in which they're going to feel safe connecting clients to you so that you look like property management, not real estate. So those are some of the big ones. So, I think that's basically it. I think that's pretty comprehensive. So realtor referrals for most people are not working. And if you'd like this to work, what should they do?
[00:20:09] Sarah: Well, you can talk with us. You can book a call. You can check us out online at doorgrow.Com. We also have a free Facebook group and you can check out our Facebook group. There's a lot of information that we have out there available for you guys, but check us out. And if you're like, "I just don't know." That's okay. Do some research like where I think our results speak for themselves.
[00:20:33] Jason: Yeah. Nobody has as many case studies as us. We put out 40 testimonials or case study videos in the last year. And these are just captured during our coaching calls. Our clients are crushing it. And nobody is moving forward or innovating as quickly as DoorGrow when it comes to coaching. So join our group coaching mastermind. You can get all the details by going to doorgrow.Com. There's a big pink button on the page say "you want to grow." Click on that. It'll give you the three steps that you need to take in order to potentially work with us. We don't just like work with everybody. We want to work with people that are willing to put in the effort, but we're actually going to reduce the amount of friction and effort and time that it takes for you to get business on by doing more effective strategies. So reach out to us at DoorGrow. So I think that's it. So until next time to our mutual growth, bye everyone.
[00:21:27] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:21:53] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Ever wondered what a Declaration of Independence document would look like for property management entrepreneurs? Jason did, so he fed ChatGBT his mission statement and core values.
Join property management growth experts Jason and Sarah Hull as they go through The Property Management Declaration of Independence.
[02:44] Article I: Liberation from Limiting Beliefs
[09:40] Article II: Autonomy from Bad Clients
[11:54] Article III: Emancipation from Inefficient Processes
[13:12] Article IV: Freedom of Experimentation
[20:26] Article V: Independence Through Education and Collaboration
[29:01] Article VI: Allegiance to Our Core Values
[31:36] Article VII: Pursuit of Holistic Success
“There's few things that will steal more of your sense of autonomy and freedom than bad clients.”
“If you have limiting beliefs, one of the best ways to get liberated from it is to just be around somebody that doesn't hold those same limiting beliefs for you.”
“If you say, "Oh, it won't work because of this and this and this." You are right.”
“If you have a shitty mindset, just know it will hold you back and you will only accomplish what you believe you can accomplish.”
[00:00:00] Sarah: if you believe that you have the knowledge and the ability and the resources to be able to figure out how to make the shifts that you need to have the business that you want and run it the way that you want, then it's absolutely possible.
[00:00:16] Jason: Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow hacker. DoorGrow hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate high trust, gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO along with Sarah, the COO of DoorGrow. I know, I need to rewrite this intro for when you're here, because sometimes you're here-- and now let's get into the show. All right.
[00:01:24] Sarah: You stumble on that every time. So funny. I know. I have to like wing it. He's like in the middle of reading it. Okay. " And her over there."
[00:01:33] Jason: Let's get into this. All right, so it is Independence Day. It is the 4th of July in which United States declared its independence and fought for freedom, right? So we'regoing to be talking about property management entrepreneurs declaring your independence. So, this is something that I think is important because you've heard me talk before about the four reasons: fulfillment, freedom, contribution, and support. Entrepreneurs, we want freedom. And so let's talk about a declaration of independence for property management entrepreneurs. So, I actually have been really having fun playing around with chat GPT and I gave it a bunch of info of how we kind of do things and our philosophy and I had it create a Declaration of Independence. So this should be interesting. So we can go through some of this and we can chat about some of these ideas. And does that sound good? All right.
[00:02:34] Sarah: Well, I guess so because that's what we're doing.
[00:02:36] Jason: Alright. This is what we're doing. She had no clue. She just walked in here. No, and I'm like, this is what we're talking about.
[00:02:42] Sarah: I just show up.
[00:02:44] Jason: She just shows up. Yeah. because she can do that. All right, cool. So, declaration of Independence for property management entrepreneurs. "In the spirit of entrepreneurial growth, the pursuit of freedom in the property management industry." We need to queue up like some patriotic music.
[00:03:02] Maybe. I'm just kidding, Madi, maybe you'll add that.
[00:03:05] "We, the United Community of Property Management entrepreneurs solemnly declare our independence from the constraints, inefficiencies, and setbacks that have bound us for too long. We assert our dedication to a brighter, more prosperous, and thriving future."
[00:03:20] "Article one, liberation from Limiting Beliefs." So one of the number one things before I read it. One of the number one things clients say that they get from us is mindset. It's just mindset shifts. because that changes everything of how they do things, how their business runs. All right, this is what it says.
[00:03:37] "We vow to liberate ourselves from self-limiting beliefs that hinder innovation and growth. We pledge to foster a growth mindset and no longer allow the words, 'I can't,' or 'it's not possible' to define our reality." So, what have you noticed about limiting beliefs with clients?
[00:03:55] Sarah: Well, I think whatever you think is possible is exactly what is possible. So if you think like, "oh, I can't do it that way," or "This won't work," or like, "oh, my team can't do this," or " I don't have the right tools," then you're absolutely right and it won't happen the way that you want it to or the way that it could. I think some of the biggest shifts I've seen in clients is when they open their mind to different possibilities and when they start to do things just a little differently.
[00:04:27] Jason: So most of our clients are pretty good at believing in us. I think we've gotten really good at convincing them through the sales process and once they get on board, we've got plenty, tons of case studies. But occasionally we get a client that comes in and they are skeptical about everything and maybe somehow they missed all the details during the onboarding and the sales process, and they don't believe. They have these limiting beliefs, "this stuff won't work." What do we notice in terms of results between those shitty clients and everyone else?
[00:05:00] Sarah: Well, first, I don't think it's fair to call them shitty clients.
[00:05:03] Jason: Okay. Maybe we don't. Shitty mindset clients.
[00:05:05] Yeah. I think it's fair to say
[00:05:06] Sarah: like, "Hey, your mindset is shitty." Yeah. And I get that like my mindset used to be completely different. Totally different. Like I grew up in a place , where. Anybody that was making a million dollars a year, like I just didn't know it. Like, I was like, "oh, like, Hollywood. That's like what happens there, like when you're famous and you're like, this is just what happens out there. Or like, maybe big cities but not here. And because they didn't have any kind of example or anything tangible to say like, "Hey, they did it so I can do it." I just didn't believe that it was possible. And when I got out of that area, and now I'm in an area where it's very entrepreneurial based and business friendly and people just have a different kind of thought process around here, and we spend a lot of time with people who they're elevated in their thinking. And now I'm like, "yeah, it's a hundred percent possible." Absolutely possible. So I think first is if you have a shitty mindset, just know it will hold you back and you will only accomplish what you believe you can accomplish. So if you think, "oh yeah, none of this stuff is going to work for me," and we've heard it all, like, "oh, my market is different," or like, "my team won't do that," or like, "oh yeah, my clients will never go for that," or like, "my tenants are different. My properties are different." And like all of the reasons, what they're doing is they're like giving us all of the reasons why it's not going to work for them. And they're correct on every single reason.
[00:06:39] If you say, "oh, it won't work because of this and this and this." You are right. What we need to do is like change your mindset to believe like, "Hey, this can work for me and it can work in my market and it can work with my team and it can work with my clients and it might mean that I need to make some shifts. It's not just going to be, "oh, I believe it and now it's true." we need to make a couple shifts and it can be true, but if you believe that you have the knowledge and the ability and the resources to be able to figure out how to make the shifts that you need to have the business that you want and run it the way that you want, then it's absolutely possible.
[00:07:18] Jason: Okay, so some clients come to us. We have quite a few actually, that they don't believe in themselves. And one of the things-- this is a confession on my part-- one of the things that I failed with clients in the past, because I couldn't see this-- is that sometimes clients come to us and they're lacking hope. They don't have belief in themselves, and my mindset at the time was, "well just do the stuff and you'll see that it works". And the clients that would do it, they would get results and it would work, and some clients just wouldn't put in effort. They'd say they did, but they would blame us and like stuff like this, and they don't realize it takes like three months to get something really well dialed in. So they'd try it for like a couple days. Right. So I think one of the things that I've realized since from some of my coaches and mentors is that, we as coaches get to believe and provide hope and faith into our clients that are lacking it.
[00:08:16] And so I think we're much better now at helping clients that lack that mindset and lack that belief and have limiting beliefs in themselves or even in like the strategies. If we give them enough belief, they still start to get results and that belief it rubs off on them. And so instead of blaming clients, I now take accountability more and say, "all right, I'm not giving them enough belief. I need to be more in their corner. I need to believe in them more." And I see them energetically change real time while on a Zoom call with them, like I just start feeding them belief like, "somebody else did this. You can do this too. They're not more special than you. They're not more charismatic. They're not better looking than you. They're not smarter than you. You know how to do property management. If they can do this stuff, you can do it too." I believe that I believe in them. And then they start to go, "wait, maybe he's right. Maybe I can do this." And then it starts to help their belief.
[00:09:16] And so I think if you have limiting beliefs, one of the best ways to get liberated from it is to just be around somebody that doesn't hold those same limiting beliefs for you. They believe in you. They believe in you. Do you believe in me?
[00:09:27] Sarah: Yeah. Of course. I believe in you.
[00:09:29] Jason: Sarah believes in me. I believe in her. Do you feel like I believe in you? Yeah. Yeah. So, and that creates momentum. That creates momentum. All right, let's go to the next one. Article two, autonomy from Bad Clients. "We assert our right to work with clients who respect and value our expertise. We shall not allow our business to be dominated by clients who undermine our values, ethics, or the standards of service we strive to provide."
[00:09:58] So this goes along with our concept I, this of the cycle of suck and not taking on bad clients, which--
[00:10:04] Sarah: we should give this to our clients. And just like--
[00:10:06] Jason: have them sign it? Yeah.
[00:10:07] Sarah: This is your new declaration. We're doing it.
[00:10:10] Jason: ChatGPT is really good if you give it good data, like garbage in, garbage out. Right? I know. So, yeah, I gave it our whole client avatar document. I gave it our DoorGrowShow manifesto. I gave it our client-centric mission statement, and then they give it all that and this is what it came up with. So it's pretty cool. Pretty good. So yeah, I think this is involved with, our previous episodes where we talked about the cycle of suck or not taking on bad clients, but yeah, you deserve, you have the right to choose who you work with that value, your expertise. Why would you tolerate anything less? This is your business. You can build it however you want. You can build it full of a bunch of clients that don't value you, or you can build it full of clients that share your values, your ethics, your standards, want you to be able to do your best job and are willing to pay you for it. Anything else we should say about that?
[00:11:03] Sarah: I think we covered this a lot in our program, but what's really nice is to see when clients start to make that shift for themselves. Like we've had a few clients say like, and it was very clear to me that this is not the client that I wanted to work with. So like, sometimes they turn it down, sometimes they just know like, Hey, if I get the deal then, I'll consider taking it on if it seems to be a decent enough fit. But like, this is not my ideal client, so I'm really just not going to put a lot of time and energy into this because I can see like, this is just not what I'm looking for.
[00:11:38] Jason: Autonomy from bad clients. I mean, really there's few things that will steal more of your sense of autonomy and freedom than bad clients. I mean, that's a real strong thief, so you deserve freedom from that. Declare your independence from bad clients.
[00:11:54] All right, article number three, emancipation from inefficient processes. "We declare to free ourselves from inefficient, archaic, and time consuming processes. We will actively seek, implement, and embrace technology and systems that streamline our operations, enhance productivity, and allow us to serve our clients better."
[00:12:16] Sarah: Like that. These are these shifts. We got to make some shifts. If you're expecting your business to just change overnight and without really changing anything in it, then it's like, the definition of insanity. Like we're doing the same thing over and over, but we're expecting different results.
[00:12:35] Jason: Yeah. We've got a lot of software tools and tech that we use with clients to facilitate them having a greater sense of freedom and emancipation from inefficient processes. So yeah, technology can help with that. Okay.
[00:12:52] Sarah: Well, so can a great team though. Yes. Not everything needs to be technology because I've seen property management companies that they're like," we just rely on technology," and like humans are very rarely involved and it just doesn't work the way that they want it to work.
[00:13:07] Jason: Systems, right? Systems. Yeah. Building systems. Okay.
[00:13:12] Article four, Roman numeral iv. Okay. Freedom of Experimentation. "We recognize our freedom to experiment with new approaches and marketing strategies. We will not be shackled by "this is how it's always been done," shall embrace the diverse, evolving landscape of our industry." So I think innovation is a big part of what we focus on at DoorGrow. We're always like adding new things and coming up with new ideas and pulling in the best ideas from our clients that are also working towards innovating and making a difference. And I think innovation comes from. Innovation. And so as our clients are doing these new ideas and these new things, they're seeing little ways to improve. because that's what entrepreneurs do. Like, Hey, we could do this, we could do that. And so, and us sitting on top with a bird's eye view of all these clients that are doing all of these things that we've helped to bring to the industry or to innovate, they're also helping us to make this better for everybody else as well.
[00:14:16] And so this innovation incubation system that we've created at DoorGrow is pretty powerful, I think. So, I mean, just some of the ideas that some of our clients have presented at some of our conferences have been pretty awesome, so, yeah. All right. Yeah. Anything else about that?
[00:14:32] Sarah: I think the only other thing I would add is like, the way that we implement things in our business. because we just move so fast. Yeah. Like Jason and I, we don't like to waste time. We don't, him and haw, we're not like, oh, is this the right decision? Like, what do we do? I don't know. Let's take like four months and figure it out. We see something, we make a change and we're like, let's just do it. And if it's the wrong thing, then we'll undo it because we'll see it very quickly. But we take action really quickly. We just went through our annual planning and from just one year. Our business is completely different. Like our model is different, our coaching is different, like what we offer is different.
[00:15:10] Totally. Like literally every piece of it is completely different. It was like we took our old business model and we just blew it up and we were like, Hey, how can we make this like 20 times better? Yeah. And we did it. And we did it all in less than one year. So it was so funny because when we were going through, we start off with wins, we're like, Hey, what wins do we have from the last year? And it was like, we had so many wins. Like, it's like hard to even think like, Hey, remember a year ago when our business was like this? So what's nice about that is we get to pull up like what the business looked like last year in the system. We were like, oh yeah, we totally forgot because it was so long ago to us. We're like, oh God, I like totally forgot it used to be like that. We used to do things like this, and these are all of the things that we changed or improved or added in order to make things that much better. And I think just being able to like add a new piece or do things a little bit differently is something that sometimes doesn't feel super comfortable for people because they're so worried about like, is this the right decision?
[00:16:14] And it might not be. It might not be the right decision, but the inaction will keep you like tethered to the ground for a really long time. So if we just worry all the time like, oh, I don't want to do it because I just don't know if it's the right thing, you are never going to know if it's the right thing. Unfortunately, like no one makes a crystal ball yet. We don't have like the answer to predict the future at this point in time. So sometimes you just have to make the leap and guess and know that if you make the leap and it's the wrong one, we can always change it because your business should be this like ever evolving, ever changing thing. It shouldn't be like this stagnant old like pond, with like murky water that never gets any movement.
[00:17:00] Jason: So, I think one of the things that has facilitated the speed and the innovation and the experimentation, which is the Article four that we're talking about, is DoorGrow OS, like having this really strong planning system, which you mentioned we just did annual, quarterly, monthly, and weekly planning. We did it all in a week. It was like planning week. So this planning system, really, and not all technology is software. Not all technology is software. This is a piece of technology, which there is a software aspect to it, but really the technology of this is this system that of planning that we're able to create this cadence of momentum in the business that gets everyone on the team moving it forward.
[00:17:51] It's probably the most important system we have in our business. It creates our culture, it creates our business, it creates our results. It creates an immense amount of speed. No one can keep up with the level of changes like Sarah's saying, if you worked with DoorGrow in the past, like three years ago, or even one year ago. Even one year ago.
[00:18:10] Sarah: If you were a client with us like one year ago, yeah, you have no, is not, you have no idea what DoorGrow is now because it's just so different.
[00:18:18] Jason: This is like a newer. Way more improved company and clients that worked with us maybe five years ago or maybe even 10 years ago. They have no clue what DoorGrow is even about or what we do anymore. It's even one year ago transformed so much one year in what we do. It's like, so it's so very different. Totally.
[00:18:36] Sarah: One year ago we had one program that was it. Like we had one program and we had like a baby scale program with like a little bit in it. But it's really flourished. So now we have like three different three different programs and like so many things that are available that we just didn't, we didn't have at all before.
[00:18:57] Jason: Now you said we don't have a crystal ball, but if there was something that was as close as you could get to a crystal ball, it would be having a planning system like DoorGrow OS because we are creating the future. We map it out and there's a super high likelihood we're going to achieve it because of how it's all broken down. And it creates predictable results. Like we consistently are able to scale our revenue, scale our programs, and get the things done that we want to do at a really high pace. And we're able to create predictable results we can, we create and see the future. A of entrepreneurs have a vision of the future and they try and throw that vision to their team, like a grenade with a pin pulled. And the team are like, what? What? Okay. Sure. And then they teach. A lot of entrepreneurs don't have a good system like this, and so they teach their team to lose.
[00:19:44] They're like, Hey, we're going to hit this great goal this month, and then they don't. And they're teaching their team to be comfortable with losing, and they get more and more comfortable with failure. Our team's pretty comfortable with winning, right? Yeah. Like if we don't hit an objective, something major happened. Like painful. Yeah. Something major happened. Yeah. And so our team are used to winning and we win early. We set goals and we hit them usually early. Is the goal. DoorGrowOS is one of the systems we in help clients install. This planning system better than EOS, better than traction, better than whatever else you've, like, experimented with. You'll get far bigger results from your team and you'll get a lot more momentum and money.
[00:20:26] All right, so let's go to article number five. Article five. Independence through Education and Collaboration. This is something we are a big part of that we believe in.
[00:20:37] "We commit to continual learning and collaboration, understanding that our strength lies in the collective wisdom of our community. We pledge to share insights, strategies, and experiences with our fellow property management entrepreneurs for the greater good of the industry."
[00:20:54] A lot of people are worried about the competition and they don't want to share their ideas. Yes. And how small is their thinking?
[00:21:01] Sarah: Oh yeah, I know. There was somebody just yesterday that said, "oh my God, like, this is such an amazing program. And like I, I've been part of multiple coaching programs on the real estate side and this blows all of those out of the water. Obviously we're focused on property management, but he's like, this blows all of this out of the water." And he is like, "I just hope that my competitors don't find out about this and start using you guys because that would be really bad for me." And like, I get it. I do, I understand it. Because--
[00:21:30] Jason: this is a new client.
[00:21:32] Sarah: Yes. Yeah, he's newer. They'll figure it out. Yeah. He's newer. So I get it because I used to think that too, like, oh God. Like it's like that we have to have like this abundance mindset, like a, there's always enough to go around. And b, we say it like a rising tide raises all ships. So if you are like, oh, I can't, like, I can't tell my secrets to my competitors.
[00:21:55] I must keep everything like you, I'm not telling you anything that you do. I, and I used to be, I used to be like that. So I, I do understand it because I used to be like, I'm not telling anybody what I do. Like you do what you do and I'm justgoing to do what I do, and you don't need to worry about what I'm doing over here. And I've gotten out of that just because. My mindset has changed. And I realize there's so much more than like our brains can even fathom. If you think, hey, like I can make, a hundred thousand dollars a year and this is what my business can look like, there's more to be had and there's always more like to go around. If you're like, Hey, I know I can do a hundred thousand. I feel like I'm in the mindset where I could do two 50 or 500 or a million dollars a year. I can have multiple locations. Like I can just keep acquiring businesses. I can grow and grow. with a client this week that has 1300 doors. Let's pause there for a second, because a lot of times, 1300 doors is really hard to even get to, and most property managers don't even reach that level. And he's at 1300 doors and he goes, I haven't even like made a dent. Like I haven't, I'm just a drop in the bucket. Of where I want to go and where I want to be. Why is that? Because his mindset is open. Like he's opened his mind to realize there is, there's more if we think of it like this, like, hey, You are just like this tiny little pinpoint on the map because when we expand out, it's like, here's me and my business.
[00:23:26] But if we expand out, you are in an entire like city. We expand out more. You're in an entire state. We expand out more. You're in an entire country. We expand out more like we're in an entire planet. If we just keep going and going, like, the universe is just so infinite. And if you're, sometimes it's just so hard to conceptualize because your brain is like this is what I'm doing and like, this is what I can see, touch, and feel around me.
[00:23:53] But if you, once you realize like, Hey, there is always, there's always more. You're not going to worry about what your competitors do. Not at all. You're not even going to be concerned. Like, I don't really care what Johnny's doing down the street. He could do all of the same things that I do, and I'm just not worried about it because I know that there's so much abundance to go around that I'm, I don't care what he is doing.
[00:24:17] Jason: So when your vision is small, you see the competition. When your vision's bigger, you see a lot more opportunity. And we really try and push the idea mindset wise and with our clients and here on the podcast, collaboration over competition, right? When we get our clients collaborating, like we just talked about before, innovation starts to happen, the whole industry can move forward.
[00:24:42] Two thirds are self-managing, there's like 70% or so that are self-managing. There's no scarcity in this industry. If you feel like there's scarcity. And it's because you're playing a game that is not very winnable. You're probably doing the wrong things to try and grow. If it feels scarce, get with us and we'll help you see bigger opportunities.
[00:25:02] So once we get clients in our system and they're focused on adding doors, and they start adding doors, and they start to do this in the blue ocean, instead of doing it in the red, ugly bloody water through SEO or pay per click or content marketing or social media marketing or pay per lead services. They realize there's plenty of business. It's not hard to grow, and they become completely like, like, it's like not even paying attention to, or not even caring about their competition. Yeah. They're like, they're so busy adding doors and making money and trying to get their own stuff together to be able to handle the growth.
[00:25:37] They're not even paying attention anymore to the competition.
[00:25:40] Sarah: Exactly. Like Mike with a 1300 doors seat, like no. Never ever at that, like at any point in our conversation did he say like, oh, but I'm like, I can't do this because this person. Never, like he, he's worried about what he's doing. He is like on this one track, and he is like, this is my mission and this is what I need to do and this is where I'm going. And I don't care about anything else. Like, I don't care about anything else around me when, like, they put blinders on the horse, right? We've got to put our blinders on and just run towards that goal as fast as we can. You don't care about what's going on over here or over here. You just get to the point where it's completely insignificant.
[00:26:21] Even our smallest clients, once they get into momentum of growth and they see how easy growth can be, I mean, it takes work, but once they see that it's super doable and it's repeatable and they're adding doors like crazy, that goes away. Like I think there's always a competitive nature in our clients, and I like to leverage that in the beginning. So I, in some of my content in trainings, I'm like, Hey, if you want to crush your competition, do this or do it this way, or do this. And that brings out that competitive entrepreneurial side of themselves. But once they start getting into it, our challenge sometimes might be with some clients they like lose the drive because they start to see this is not so hard.
[00:26:58] But hopefully they get inspired and excited to like, take things to the next level. Right. Okay.
[00:27:03] I don't think they so much lose drive. I think it's just that it's shifted. It's a like you versus me. Versus like, I'm just doing what I'm doing. It's me versus me now. And that, like, that's happened with me in my business a couple times where like I'm like, oh, it's me versus my competition.
[00:27:21] Like it's me versus that guy down the street. It's me versus like every other like management company and my area. And it's not, it's only me versus me. I have to outdo what I did yesterday or last year or last month. Like it's it just changes because you start playing a game with yourself instead of trying to worry about like, I'm, I've got to beat you.
[00:27:44] Jason: Well, your power and achievement. So this all makes a lot of sense, hearing how you think, but some of our clients are not, and like one of our clients like Mark and Brandon, they had gotten to a point, they'd been adding doors and then they got comfortable and they were like, and I think what happens is they had this big goal to like leave their day jobs and get a bunch of doors and they did that and then they were like, well, then they lost a little bit of steam. So I think what happens with a lot of entrepreneurs is we have this away motivator. Like we're trying to get away from something. We want to get away from a job we don't like, or we want to get away from scarcity or starving or whatever. Right? We have this, we're trying to run away from this saber tooth tiger that's chasing after us each month, and then we have to shift towards some sort of toward motivator.
[00:28:31] So with them in my coaching call, I had to like help them identify what is? We talked about their why, which is their personal why, which is something that we get into deeply with clients and each of their, what they want. And how do we connect their why to the business now? Like what do they want more of or what do they want to move towards? And so that kind of lit them up again. And so we have to find that toward motivator. And we've gotten off track the education and collaboration, but, all right, but that's the idea. All right, so let's go to Article six vi. All right. Allegiance to our core values. "We affirm our allegiance to the core values that guide our business. We will strive to uphold integrity, transparency, excellence, and client centricity in all our operations, and we shall not waver in times of adversity." I love the shalls. All right, so we're big on core values. We help our clients define their core values. We even took a look at our individual values and then figured out what should they be for the business and took a fresh look.
[00:29:41] And they were, we had a lot of alignment and we didn't really change much, I don't think we changed any, anything on the company core values.
[00:29:49] Sarah: No. We added like one, one sentence. Yeah. But I think mine, if I were to add one is just. Do whatever it takes. Right? Do whatever it takes. Like we have a do whatever it takes mindset and if that means you have to come out of your comfort zone, you come out of your comfort zone. That means you have to make phone calls? You make phone calls. Yeah. If that means you have to, do whatever. It's like ethically, of course. But if you have to do things that don't. Seem fun or like, these are not my normal job duties.
[00:30:20] Well, that's okay. Like, we're going to, we're going to do it because that's what we need in the business.
[00:30:26] Jason: So I think it's important for property managers to be really clear on their values. So, so you, as an entrepreneur, if you're listening to this, you need to be very clear on your values. Not like 10 values or 20 values or infinite values. You need to figure out what are your, like top three maybe four values that if everybody on your team believed these, they would be great team members. They would fit you. And that's something we help clients work on. But I think it's super important to have values in the business because it that's the how you go about doing everything in the business.
[00:31:02] And if you're worried about how your team members are going to do things, it's because they don't share your values. You can work all day on the whats. You can define every process and try to micromanage, but you cannot control how you need people that fit your culture. You cannot create that in them. You have to find the right people that have the right culture and the right values. Values come from mom and dad, God, religion, whatever, right? DNA, I don't know, genetics, but people have their values somewhat hardwired, and you're not going to really move the needle on their values. So you got to find people that fit them
[00:31:36] All right article, what are we up to? Six. Seven. Seven, okay. Article seven. All right. Pursuit of holistic success.
[00:31:47] "We vow to pursue not just financial success. But the overall wellbeing and fulfillment in our personal and professional lives. We will commit to creating balance that nurtures our personal growth relationships and contributions to society."
[00:32:03] All right. It's pretty good. So a holistic success. I mean, this really is I've never, I don't know, like. I used to like tag myself on Facebook when I would create a post, that'd say, holistic business coach or something like this. Because that's the idea. Holistic means it encompasses our personal life, our business, and that's why in our podcast intro it says " and our mission at DoorGrow is to transform property management, business owners and their businesses." So we have a strong holistic approach.
[00:32:34] Sarah: Yeah. For sure. I was it Ed Mylet that said it at Funnel Hacking Live last year? It might have been Ed Mylet. I'm going to have to look it up. Sorry Ed, if it was not you. So I think he said if the game for you is making money, if you're just in this to make money and that's all you care about, you are not going to make very much of it. You just won't because that's the only thing you're focused on and you don't care about anything else. But if instead, oh, it might have been Russell Brunson. Oh God, I owe one of them an apology.
[00:33:03] Jason: We heard it. We heard it at Funnel Hacking Live Conference. It was Funnel Hacking live at conference. So I can tell you that for sure. So, and it was either Ed Millet or Russell Brunson. I can tell you that too. They probably both said something similar.
[00:33:13] Sarah: So credit to both. But if you're only focused on making money, you're not going to make very much of it. You won't be very successful. However, if your focus is on helping people. Now you're going to be successful and you'll make a whole bunch of money. So if money is the thing that you're after, it's just going to feel like really hard.
[00:33:34] It's going to be really, really draining for you. But if we're focused on like, Hey, how can I, primarily, first and foremost, how can I help people? That's the thing that's going to unlock all of the money for you.
[00:33:47] Jason: This is where your business mission becomes client-centric. This is where it becomes outward focused and our personal why should be outward focused as well, right? This is where we start to have that impact, but everybody wants to have some sort of different impact. We're all unique, so I think it's important to discover that. We talk about the four reasons, like moving towards more greater fulfillment, freedom, contribution, and support is why we have a business as motivators, and if you're moving towards that and you're committed to creating a balance in your business and personal life and personal growth and relationships and contributions to society, right, then you're going to have a much more profitable business. You're going to enjoy it more. Your team are going to be more inspired to work for you and be part of this vision and this mission.
[00:34:39] So I like this article. It's a good one. That's the last one. So this ends this way. "Let this declaration serve as a compass that guides our actions, decisions, and collaborations with resolve and unity. Let us forge a path that transforms not just our own lives, but the entire property management industry for the betterment of the communities we serve. Signed your name and all fellow DoorGrow Hackers." All right. So I like that. Yeah, we're using that. That's pretty good. We're going to keep that. Maybe we'll post that somewhere. Yeah. All right. And that's basically it. Anything else we should add? I mean, we want, we all want more freedom and there's probably something that you feel like right now is holding you back.
[00:35:22] You don't feel free. You wake up in the morning and maybe you don't feel like you are excited to go to work or excited to take that next phone call or excited to do property management. You may not feel a sense of freedom right now. You may not even think it's possible in that industry, so I promise you it is absolutely possible. We've helped lots of clients do this, and it can happen a lot faster than you realize as well. So you can have freedom and you can have freedom from bad clients. You can have freedom from bad deals. You can have freedom from bad phone calls. You can have freedom from bad team members. You can have freedom from all the bad stuff that you want to have freedom from.
[00:36:02] So, all right, what should people do? Let's give them a call to action.
[00:36:07] Sarah: Well, I think the easiest thing to do is work with a great coach. Might be us, might be somebody else. I'm a bit biased.
[00:36:16] Jason: It should be us and you should reach out to DoorGrow. Go to DoorGrow.com and join our Facebook group, which you can get to at...
[00:36:25] Sarah: I don't know.
[00:36:25] Jason: DoorGrowClub.com. doorgrowclub.com. Join our Facebook group community, and this will start getting you connected and indoctrinated. We're going to convince you to believe in yourself and we're going to convince you to also believe in DoorGrow. And then we're going to help you win through DoorGrow and we're going to change your life. This is what we do at DoorGrow. So, If you want some help. Otherwise, join our Facebook group and eventually reach out once you realize that you want our help. And until next time to our mutual growth. Bye everyone.
[00:36:57] Jason Hull: You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:37:24] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
With the real estate market shifting, more and more real estate agents are going to be starting property management companies. Is this you? If you are starting a property management business, this episode is for you.
Join property management growth experts Jason and Sarah Hull as they discuss the best way to build the foundation of your property management business in the current market.
[01:18] The Trends in the Market and What They Mean
[07:10] Why You Should Start a Property Management Business
[10:09] Building the Right Foundation
[15:03] The Product Research Strategy
[17:39] The Next Steps for Your Business
“The biggest challenge usually getting started is just taking action to actually get the business going.”
“When you're in that dreamer or that fantasy stage, a lot of times we are very good at looking at all the upside, and we're very good at ignoring the difficulties or the downside.”
“Property management, like I mentioned in the intro, is the ultimate gateway to real estate deals, relationships, and residual income.”
“A lot of the people that are the least qualified to be doing it, they're going to be the ones that get hurt the most because they're not paying attention much to the market.”
[00:00:00] Jason: the biggest challenge usually getting started is just taking action to actually get the business going, and they get caught up on wasting a lot of time on stuff that doesn't really matter when the only thing that really matters is getting your first client, right? That first door is the hardest.
[00:00:16] Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert, Jason Hull, along with Sarah I'm the founder and CEO she is owner and COO of DoorGrow. Now let's get into the show.
[00:01:17] Alright. So today's topic, we've been noticing there's some trends and some changes in the real estate industry, which is going to probably create some shifts. So what are we noticing?
[00:01:29] Sarah: Well, so some of you may have realized real estate isn't quite what it was a couple months, even a year ago, certainly not what it was two years ago. Things have a shifted a little bit in the market. There was a point where you can list a property, you would get, you know, multiple offers in one to two days, and it would sell for a whole lot over asking and it was very easy. It was simple because the market was just on fire. Things have changed just a little bit. They've slowed down. And we wanted to talk about what happens when the real estate market slows down.
[00:02:14] Jason: So, historically what I've noticed is anytime real estate kind of takes a nose dive or slows down or there's some sort of recession or something like this, I see a lot of real estate agents quit. There's a lot of real estate agents that don't renew their license. They leave, they quit, they give up. And a lot of these are the newer ones or the ones that came in thinking it'd be really easy when things were great and we had years of feast and now that there maybe is coming famine, they're out. And so we see a lot of that. I also see a lot of real estate agents decide to become property managers because they're struggling to get real estate deals. They're like, "what else could I do? I'm going to start a property management business because all of the other ones around me aren't that great."
[00:03:00] And so historically DoorGrow, we get a lot of clients coming to us, looking for new websites and starting a business when the market takes a nosedive or there's a shift in real estate. So the other thing, I just saw a video that was pretty interesting data, and it was showing how there's been this huge spike in inventory in Airbnbs, but the revenue generated on average by Airbnbs has dipped in some markets to like 50% of the revenue generated per unit or per owner. And so the revenue's dipping significantly, but there's a lot of inventory of Airbnbs. What's going to happen is that bubble is going to burst, it's going to collapse because a lot of Airbnbs are going to sell. I talked to a property manager here locally in Austin, and he said he already saw the writing on the wall. And shout out to my buddy and friend, Brett Koster. He said that he already saw the writing on the wall. Oh, Koster, Koster. I said his name wrong. He did. All right. Koster Kingdom-- sorry-- on Instagram. I got you. All right. I think Koster sounds cool, but it's Koster, it's not "coaster." So yeah. Sorry Brett.
[00:04:07] All right. So Brett said he already saw the writing on the wall and he went to his short-term rental clients and he said, Hey, let's convert these into long-term rentals. because this is what I see coming. So I think there's an opportunity for property managers out there. There's an opportunity for real estate agents to get into property management that brings a lot of unqualified people and people that are going to not be very great and make a lot of mistakes perhaps unless they have their own investments, they've been dealing with property management a little bit. We can help you do this correctly and we'll talk a little bit about our DoorGrow Foundations in a little bit, but those of you that are established property managers, there's going to be an opportunity for you to capitalize maybe on this bubble, this Airbnb bubble, and convert some of the short-term rentals or convince some of the short-term rentals to convert the long term.
[00:04:57] Otherwise, they're probably going to sell an exit. For real estate agents, that's your opportunity is maybe to identify those Airbnbs that really need to just get sold so that they don't end up losing out. A lot of unqualified people came into the short-term rental situation as a result of the pandemic and everything else thinking, "Hey, there's a bunch of opportunity here now afterwards, and they are, you know, a lot of the people that are the least qualified to be doing it, they're going to be the ones that get hurt the most because they're not paying attention much to the market.
[00:05:30] Sarah: And there's a lot of like coaching things for like, "oh, here, I'll teach you how to like, run an Airbnb or like a short term rental business." and I think it's a really great idea. It is. I think what oftentimes happens is people significantly underestimate the amount of work that it takes. Significantly. Like Jason and I, we were just at Melanie's event last week and we were talking with someone who manages two short-term rental properties and she is already done. She's completely overwhelmed. She hates it. And that's only at two, two properties. And she's like, "everything is just urgent. They need it right now. You know, you can't wait, and sometimes people have very unreasonable expectations and thoughts as to what is an emergency and what needs to be done right now." so if you're in that short term Rental game. Our advice to her was, "you need a property manager," like, and one that does short-term rentals like on a consistent basis, not one that is just able to say, "Hey, I can do short-term." When you get into the short-term game, your short-term game and your long-term game are completely different.
[00:06:39] They function like two very separate businesses, and we have a few clients that do both short term and long term, and they realize very quickly that they are not at all the same thing. They have to operate very differently just because of that quick turnover.
[00:06:57] Jason: Yeah, so I'm doing a webinar later today with a friend of mine that basically does some coaching stuff to the real estate industry to real estate agents. So I'm going to be talking to real estate agents about how they can double their real estate commissions by leveraging property management and there's an opportunity here. Real estate agents can either start their own property management business so that they can keep their investor clients or they can partner with a property manager locally, which could be you listening, and that could help them as well.
[00:07:34] I've had several clients that if they make the property management arm of their business, when they also have brokerage, double their brokerage commissions simply by making sure property management is healthy, that they're acquiring new clients, that there's healthy flow, and that has fed them a lot more real estate deals. A lot of companies get their real estate deals from the tenants that are looking to get into buying a home from owners that are looking to buy or sell, they're getting real estate deals and commissions and property management, like I mentioned in the intro, is the ultimate gateway to real estate deals, relationships, and residual income. And so there's an opportunity there for those listening to either start your own property management business if you don't have that yet or to partner with a property manager, and there's ways they can help you generate revenue, get more deals if you have a good relationship. Especially those of my clients because they know how to help real estate agents get more real estate deals and make more money.
[00:08:37] We teach them how to do this. So why don't we talk about to those that are looking to maybe get into property management or have been thinking about starting it up. Okay. Okay.
[00:08:48] Sarah: Okay. So if you're thinking about starting a property management business, I think it would be a very good time to do that because we aren't quite sure where the real estate market is going. Are we heading into a recession? Are we already in the recession? Is it going to continue to tank? We don't know. So I think it's a really great time to start a property management business. I actually started one years ago just kind of by mistake, and I learned some hard lessons along the way. So what we've done is we've created a course called DoorGrow Foundations for people who are starting, or who have recently started a property management company. So by like startups, we mean that you might already have a few clients, but you are just really not, you know, a big large company at this point. What we've done is we've kind of, mapped out.
[00:09:45] Jason: Or you have zero doors? Or like purely nothing.
[00:09:48] Sarah: Yeah. Started, I started by saying that, okay.
[00:09:51] Jason: Just to clarify, a lot of the people that I talked to that have started their property management business, they started it because they were an investor.
[00:09:57] They already had 10, sometimes even a hundred units that were their own. And then they decided to start doing it, third party, and then they were actually starting a business. So before that, they just considered themselves an investor. So why don't we tell them a little bit about our Foundations program
[00:10:12] then?
[00:10:12] Sarah: Yeah. So what we've done in DoorGrow Foundations is we have created an entire course that you can go through that talks about all of the things that you're going to need to know when starting a property management business. We go into all of the mistakes that we see a lot of people make right around this point.
[00:10:32] And I've leveraged my own experience as well to help people avoid making some really common mistakes. So some of the things that we've talked about are, you know, what do your bank accounts need to look like and what should your financials look like? And, you know, how do we prioritize, like how do we get started? What should my day look like? Like all of these types of things are usually questions that people have when they're starting up. And unfortunately, sometimes if you don't kind of set that up the right way in the beginning, then it comes around to kind of bite you later. So we've put all of this into a course and we've made this available because a lot of times we get people contacting us who don't yet have a property management business.
[00:11:20] They're like, "Hey, I want to start this. I want to get into it." But they haven't actually done it yet and made that leap. So we thought, 'Hey, let's help people by leveraging what we know, what we've seen by talking hundreds of property managers and my own experience in starting a property management company, let's put all of that into a course that people can have access to, and that way it'll help you kind of get things off on the right foot.'
[00:11:47] Jason: So in our DoorGrow code, a lot of. At the very earliest stage, we call those dreamers. These are people that have this dream of starting a business and we call them fantasy belts. You know, we have this belt system, so they're not even a white belt yet. When you're in that dreamer or that fantasy stage, a lot of times we are very good at looking at all the upside, and we're very good at ignoring the difficulties or the downside. And so there are a lot of potential pitfalls and mistakes that they make when getting started. and the biggest challenge usually getting started is just taking action to actually get the business going, and they get caught up on wasting a lot of time on stuff that doesn't really matter when the only thing that really matters is getting your first client, right? That first door is the hardest. And so our program is focused on helping you get that first third party door as quick as possible, getting the right things in place, that you need systems in place. And then we even have some upsells or upgrades in the program, so you can get a website and some of these other add-ons that you might want in starting your business. Let's talk about what the program costs.
[00:12:54] Sarah: Yeah. Okay. Let's talk about it. So the monthly investment for foundations is only $297 a month. And we price it this way because some people, it might take only a couple months to get through and some people might kind of hang out here for quite a while. So sometimes we see people really go through things like we have clients in our program. They go through things super quickly. They're rapid implementers. They get the knowledge that they need and then they just implement, move forward. And if that's you, then you can get through this really quickly. You might only be in there for a few months and at that point you might qualify for our mastermind if you need a little bit more time because. You maybe have another job or you've got, you know, other things that are requiring your attention. So you want to be able to do this so that you don't miss out on the opportunity, but you can't fully dedicate yourself to it, then that's okay too. It might take you a little bit longer, so it's only $297 a month. And that way as long as it takes you or as quickly as you get through it you still get all of that information and you can kind of work at your own pace.
[00:14:06] Jason: Cool. Let's talk about what you get with this program. So first you get access to the Foundation's training in DoorGrow Academy, which is going to help you make a lot of the right moves in getting this started. You also get a ticket to DoorGrow Live, which is easily worth the value of, you know, probably several months of paying for this program. But you get a ticket to DoorGrow Live, you get to attend in person, connect with other property managers, maybe make some connections, a friend or two, maybe find a mentor. And we've got some really great mastermind members in that, that are always coming to those events. You get access to DoorGrow CRM. So this is a tool that's going to help you to be able to keep track of potential deals and leads and to be able to move those forward more easily. And it has phone calling and texting and a lot of cool features. So DoorGrow CRM.
[00:15:00] Sarah: Branding pages, automation, all that kind of good stuff.
[00:15:03] Jason: So you get access to that and then we have a growth strategy that we teach in this as well. That's perfect and ideal for startups that we call product research interviews so that you can go out and have a reason to talk to investors or people that can connect you to investors and how to leverage that and how to have the right conversation. We give you the scripts, everything so that you can use this tactic to get your first clients, which are the most difficult to get. And if you do these product research interviews and you do them correctly, you'll get some clients. And this is how we actually use this strategy to start our mastermind and several other programs that we've had at DoorGrow is this strategy of product research interviews, which gives you an excuse to talk to somebody. Sometimes I call this the Trojan horse to selling, but basically you're interviewing people and able to then convert them into clients.
[00:15:58] And that can be really effective for startups because it's also going to teach you, by doing these interviews, you're going to learn the language and the objections and the pain and the pleasure, all the stuff you need to understand in order to sell effectively to clients. So this is going to help you collapse time on selling to clients so that you will be able to sell as effectively, or maybe more so than some people that have been in the industry or at this game for a long time. There's some knowledge that we need to collapse time on, and this is one of the strategies that will help with that. We also have a upsell to where you can, if you want a logo and you want a website, you can pay a little extra to get access to our team to do those things for you. We're the world's leading property management, branding and design agency, we've rebranded more companies than anybody else. Period. Hundreds. And we can help you with making sure you don't make some significant mistakes on the brand, which can cost you a lot of money in the long run. And I think that's about it, right?
[00:16:59] Sarah: Oh, they do the masterclass too? They get access to the masterclass.
[00:17:02] Jason: Oh. We also have a masterclass that we do once a month where we do a cool training on something related to helping you grow and scale your property management business. Trainings in the past that we've done, you will have access to is we did a training on creating the ideal pitch deck, how to create a really good pitch deck to increase your close rate. We did a training on the three systems you need in order to make your business infinitely scalable so you can scale quickly. And any others? We've done some others. We just did your priorities. We did, yeah. We just did a training on increasing your profitability by changing the priorities in the business. Stuff like this.
[00:17:39] So, yeah. So the Foundation's program is a really great stepping stone to enable you to get the funds and get in gear so that you can join our Mastermind. Now, if you've already got the funds, maybe you've got a healthy brokerage, we would recommend you start with our lite version of the Mastermind, and that would be a much better program to be in because it includes the foundation stuff, but then you get coaching and we take things to the next level. You get our more advanced growth strategies, and we do a full rapid revamp on your business, which includes the branding, the website, all that stuff's included. Based on the price points for those things, those upsells being included, it makes it a no-brainer you should do the lite version of the Mastermind, because you'll probably save money that way. So you'll definitely save money that way. Yeah, we would recommend that.
[00:18:31] Program is a one year program or a 12 month commitment, and if you're 200 doors + maybe $20k revenue and plus, then you probably are at a point now where you know how to add doors. Your business probably has a team, you're probably ready for our super system level of the Mastermind and that would be the that next level that we would recommend for those of you that are 200 plus. At least a hundred doors, but maybe 20 K in revenue, plus maybe to be in that level. So depending on what you need and where you're at, we can help figure out what do you need most and how can we best help you? So, yeah. Cool. So if you're thinking about getting into property management, my usual joke is, If you're considering it is, do you want us to talk you into it or do you want us to talk you out of it? because we can do either one. So reach out to us and we can help you with that. Anything else that we should say?
[00:19:24] If you are interested in talking to us, you are struggling in your property management business. You are wanting to take things to the next level. You really haven't grown much or significantly over the last year. Let us inject a little bit of juice and rocket fuel into your business and get you to that next level. We're really good at that. Reach out to us at doorgrow.com and join our free Facebook community. We have some free gifts and we will help funnel you through to working with us as a client. If you need a little time to be nurtured, go to DoorGrowClub.com. We have a lot of great stuff, free content. You get access to some of our master classes and the goal is to convince you that we know what we're doing and to get you to the point where you're working with us as a client. And we'd love to see you in there. So, and that's it, right? And you'll get some free gifts for joining. Until next time, to our mutual growth. Bye everyone.
[00:20:12] Jason Hull: You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:20:39] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
DoorGrow has changed a lot in the last few years. We’ve added tons of new features and perks for our clients as well as new coaches… including Sarah Hull, COO and property management growth coach.
Join property management growth experts Jason and Sarah Hull to learn more about Sarah’s role at DoorGrow, operations, and how you can scale your property management company.
[02:47] Sarah’s Property Management Experience
[05:19] Improving Operations and Cutting your Staffing Costs in Half
[15:38] Why You Need an Operator in Your Business
[22:02] Personality Types and Their Roles in a Business
[27:24] The Clue that You Need a Better Team
“You can't build the right team around the wrong person.”
“Here's the clue that you don't have the right team: your day-to-day is something you don't enjoy doing every day.”
“Is the bruised ego worth a better, more profitable business that takes, a lot more off your plate and is less stressful?”
“The most important person you'll ever hire in your business will be the operator.”
[00:00:00] Jason: Here's the clue that you don't have the right team: your day to day is something you don't enjoy doing every day. If you're still wearing hats that you don't enjoy doing and you've built an entire team around you, and you're the wrong person in the roles that you're sitting in, then you've built the wrong team around you. You can't build the right team around the wrong person.
[00:00:18] Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow hacker.
[00:00:36] DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate gateway to high trust, real estate deals, relationships, and residual income At DoorGrow, we are on a mission to transform property management business owners and their business businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host along with Sarah here, property management growth experts, Jason Hull and Sarah Hull, the founder and CEO and the COO of DoorGrow. Now let's get into the show.
[00:01:22] All right, so I'm already messing up the intro as I'm reading it because I'm looking and seeing her here in the screen, and I find her highly distracting. So, we were talking before we talked last night, we're like, what are we going to talk about on the podcast? And and then this morning, I said, what are we going to talk about? She says, I don't know, we only talked for like five minutes about last night, and we didn't come to a conclusion. So, I said, let's talk about you. Can I intro you and brag about you first? Sure, go ahead. So I wanted, I thought we would talk about Sarah today because she's probably a lot more interesting certainly to look at than myself and maybe to listen to. So I thought we would talk about her. So, I'll tell you a little bit about Sarah. So what's really amazing about Sarah and what I really like about her is that her wrists are really tiny.
[00:02:10] Sarah: That's really, it is true. It's not not true.
[00:02:14] Jason: My hands are not enormous. Dude hands. I buy child bracelets for her. I'm just kidding. All right, so
[00:02:19] Sarah: I have a five inch wrist. So like I can take, I can actually wrap my my pinky and my thumbs and touch. That's about, and they overlap. So it's about this big.
[00:02:31] Jason: Oh yeah. I can do the pinky as well. That's, yeah. Very small.
[00:02:34] Sarah: I train a lot on the rest. Get them that way.
[00:02:37] Jason: I do actually like that. I think it's a cute trait. All right. But I'm joking. What, what I really want to say is, so what's interesting to the audience is that Sarah has managed her own property management business. She has exited that. She sold it. Great job, by the way. Mm-hmm. And she managed a decent amount. At that size, most property managers have a team, like a full team, like five to 10 people I've seen. And usually at the stage, these companies are very unprofitable. Like this is the worst profit margin stage they've been at in their business. And they get stuck. And I call this area the second sand trap. They can't afford to really like expand or do more marketing or, and they're just not able to take a lot out of the business and, and their profits are all getting eaten up by staffing costs. Now Sarah had one part-time person, boots on the ground part-time and managed her business remotely part-time. Part-time, yeah. She was bored. Very. And people are like, well, these must have been really nice properties. These were C class properties? Duplexes, small plexes.
[00:03:52] Sarah: Yes. We had a good mix of single family, duplex, triplex, and then I think we had maybe two that were like 10 units, which was kind of big for my area, but
[00:04:03] Jason: Okay. Yeah. And so, what was your profit margin?
[00:04:08] Sarah: Over 60%. Okay. 60% was a not great amount.
[00:04:12] Jason: Okay, so a lot of you dream of that, right? And you think, how's that even possible? It's possible because one, Sarah is very efficient. She's a very good operator. That's why she is now the COO of DoorGrow. And everything in the business is better as a result of having her in the business. Everything's improved. But I wanted to qualify Sarah as a badass. Like she's really good at what she does, and she wasn't really connected to the property management industry. She just did what made sense to her. And she didn't really want to be talking to tenants and she didn't really want to be dealing with talking to the owners very often, and she just set up her business in a way that was very efficient. And so we'll be talking about that in the priorities training. So, Sarah also has come into DoorGrow and she runs all of our operations. She runs I everything that I've taught her that I like I've developed DoorGrow os and how we plan our cadence. She just knows it to the point where she can teach it. And she learned it all very quickly. And now she's the one that coaches clients how we did our hiring. She like has improved on that and built it out even more and teaches clients how we do hiring and so we help clients get all these systems in place to become more profitable and more efficient. Sarah does all that. So as an example, why don't you share the story of maybe Jade and Andrew. I think that's a great story. Because they were at a similar size of a business as you had had.
[00:05:46] Sarah: Yeah, yeah. Well, they had about 188 units and they had 11 team members total, like 11. So really, really overstaffed. And some of them were in the office and some of them were VAs and we just really had to like dive in because they said, well, like, what are they doing? And they kind of gave me like a surface answer. Like, oh, well this person does this and they do this. And I said, yeah, but like, what are they really doing? Because with 188 leases, like, let's just pretend that. We had all hundred and 88 due in the same month with, which isn't going to be the case. We're going to, spread that over the course of multiple months. But if we had all hundred 88, due even in one month, I still can't figure out what, two or three leasing agents are doing with 40 hours a week every single week. So we are just really going through and trying to figure out like, who's doing what. And sometimes I find that either no one's doing something or two people are doing something. And if two people are doing it, just know that it's not getting done.
[00:06:56] Jason: That's a 17 to one ratio. I just did the math.
[00:06:58] So that's, that's for each, for every 17 doors, they have a team member.
[00:07:04] Sarah: It was really bad. So we just kind of went through with them and figured out like, what is everybody actually doing? What should everybody be doing? And then how many people is it really actually going to take? And they they had a lot of meetings and discussions with each other and then like we kind of met a couple times throughout this process and they came to the conclusion that they needed to let go of about half of their team. And they did. And then once they did that, all of a sudden they're like, Hey, we're like profitable and we're making money. But when we first started talking with them, they said like, actually, we're losing money every month. Like we can't pay ourselves. We can't take anything and we're losing money. Like this business is costing me money to run every single month. Yeah, little uncomfortable situation to be in, especially because property management isn't, it's not easy, it's not a cake walk. You're not, like doing nothing all day. So if you're in a business like this, And it is complicated and it is challenging. Then the least you should be able to do is like get yourself a decent profit margin so that you can make sure that you're paying yourself and that your business isn't struggling to keep up with.
[00:08:14] Jason: Drive this home. Sarah did one call with them and the result of that one call was, what? What are all the results?
[00:08:21] Sarah: Well, on the one call, they realized, I have no idea what most of the people are actually doing. Like, they gave me the answer and I'm like, yeah, but how do you spend 40 hours a week doing that thing?
[00:08:32] Yeah. And from there they realized like, we need to make major, major changes to our team. And most of these people are going to have to go. On the second call, that's when they actually decided to take action. Okay. And they got rid of, so.
[00:08:47] Jason: The second call, which is she did this one call after that.
[00:08:51] Mm-hmm. They fired half their team, half their team then, and as a result, their profit margin, which was not very good, which was negative, losing money, was then what? What did they get to? I didn't get their profit margin. Okay. It was significantly improved. Oh, no. Significantly improved.
[00:09:09] Sarah: I know they weren't losing money anymore.
[00:09:10] Jason: Yeah. Yay. All right. We'll have to get some stats on that cause I want to brag during the priorities training about that. All right. So, Sarah has been able to dramatically improve our clients' businesses and lives. One of the things she's also helped a lot of clients with is completely restructuring their teams. Mm-hmm. They just did two of them last week. Okay. Why don't you explain Yeah. Kind of what you've done.
[00:09:37] Sarah: Mm-hmm. Well, all right, so one of them had about 360 doors and there were 1, 2, 3, 7 people on the team total. Which to some of you might sound like, yeah, that makes sense. And to me it's just, I'm like, there's too many people. And it was kind of like the same thing where everyone is saying like, oh, I'm so busy. I'm so busy, I'm so busy, and I'm looking at things going, I just don't understand what actually is is happening. Like, there's a lot of work that has to be done. It's like busy work. It's, it's like grunt work, but it's not, super helpful. It's just the things that are going to keep you afloat and that's like a bare minimum. So what we ended up doing is this client had one BDM, three property managers and then three assistants that were basically like assistant property managers. And we, he's like, I don't know if a lot of them are like good fits.
[00:10:37] And I just, I, I really don't know what they're saying they're doing because they all tell me like, I'm so busy. I'm so busy, but what's actually happening? So when we kind of like dove into things, we realized like, you are overstaffed and very similar situation. He wasn't able to really take a lot out of the business because there was not a lot left.
[00:10:57] Jason: Who is this? Kevin. Okay, so Kevin had three property managers. Mm-hmm. Each property manager and they were portfolio style. And each property manager had their own assistant. Yep. Because they were not, for some reason able to get done what they needed done.
[00:11:13] And Kevin himself was having to do lots of things, put out lots of fires, and be involved in micromanaging everybody. And when I first shadowed, and--
[00:11:22] Sarah: he wasn't micromanaging anybody, there was nobody leading the team.
[00:11:25] Jason: Okay. Kevin wasn't leading the team then? Nope. So what, Kevin? No one was leading the team.
[00:11:30] Sarah: Team was just kind of doing whatever they thought was the right thing to do.
[00:11:33] Jason: All right. Well, Kevin seemed pretty stressed out and what, yeah, and Kevin didn't have any personal support at all. Like nobody was helping Kevin with anything. He didn't even have his own assistant, but he got assistance for three people on the team that weren't very productive or efficient. So, what's the plan with Kevin?
[00:11:53] Sarah: Yeah. So, half of those people are going too. So we decided the BDM is excellent, so we're going to keep the, the bdm. He is taking one of the people who was a property manager and she actually tests okay as a property manager on our assessment. But she tests better as an operator. She is like, is a better fit for kind of this operator position. So we're going to shift her into the operator role. We're going to keep one of the property managers to do all of everything. And then one VA who's going to be like an assistant property manager.
[00:12:29] Jason: Where'd the BDM come from?
[00:12:30] Sarah: The BDM was already there. Oh, okay. He was one of the seven originals. Got it. So he had three property managers, three assistants, and one bdm. Those were the seven.
[00:12:39] Jason: Got it. Okay. Yeah. Cool. Yeah. Who's the other one you said there were two? Josh. Josh? Yeah. What's the deal with Josh?
[00:12:46] Sarah: Josh had about 300 doors and his whole team was kind of like a hodgepodge of people. Not that he was super overstaffed, but just people weren't in the right seats. And when you have the right people, but you're not putting them to the best like use, then you kind of still run into issues. And Josh, same thing, no operator. There was no operator on the team and largely he was kind of handling operations and he is like, I don't mind doing it. I like doing it, but I don't want to be the only one doing it, and I don't want it to always fall on me. Mm. So what we're doing with him is he had a VA that he had let go, like right in the middle of our talks. And he said, Hey, I'm hiring a new va. I said, great, let's like test the new VA to see if they're going to be a good fit. And then he decided, like we shifted his team around a couple of times and like through the assessments realized and he had talked with you. This was the one that we took who he thought was going to be the property manager and then put her in the BDM role instead. Mm-hmm. Because he is like, well, I don't know how to like, make everything work. So now he's he's going to have like a whole different team structure. Not that he had to let anybody go. He wasn't like crazy overstaffed. It's just he still wasn't super profitable because he didn't have the right people in the right spots. And he didn't have anyone doing the operations. Mm. You can get as big as you'd like, but if you don't have someone handling the operations, and this is that back end piece, this is not front end stuff, like everyone always, this is what we start with, is we start doing front end stuff. Because when you start your business, you are doing the front end stuff, you're doing the leasing, and you're doing the showings, and you're talking to tenants, and you're handling the maintenance.
[00:14:37] This is all the front end stuff. This is the stuff that absolutely must be done just to make sure that the business runs. When your business reaches a certain size, you now need to have someone doing the backend stuff. Mm-hmm. And if you're not having anyone doing like the backend stuff, which is like, hey, making sure that everyone on the team is following the same direction and everybody is contributing to the vision of the CEO and running things like your daily huddles and your strategic planning and doing hiring and firing and getting job descriptions, doing team reviews like. For those of you that are hearing all of this and you're going, blah, that sounds horrible, then it means you're probably not the operator. And at some point, if you're not an operator, it's okay. Jason's not an operator, like he doesn't like that. It's not his brain functions. So you need the counterpart whose brain does function like that, and that would be me.
[00:15:29] Jason: I like to build out the systems and I must have been mis mixing up Josh's team. I think you did team with Kevin, so I think you did. Yeah, I remember Josh. So the most important person you'll ever hire in your business will be the operator. That's very true. And because visionary entrepreneurs do not like the details. I like building out the systems. I like creating DoorGrow, hiring and DoorGrow os and these systems. But I don't want to run them in my own business. I want someone else to run them because running those things is not as fun and it actually, the results are not as good because especially with planning, if I run all the planning, it's not as good. Bad, and so bad.
[00:16:09] Sarah: There was one week where I couldn't run the planning meeting because I was on a flight and I said, can you just run the planning meeting? And he did it. And I came back and I was like, I don't know what happened in here, but this is bad.
[00:16:20] Jason: It was okay. I did just fine. It was bad. So the issue-- just fine. The issue is it's not fun for me to run the meetings, but also when it comes to like actual strategic planning, we as the visionary or as the main leader of the business, or even as the operator, we have to be the last to speak. Otherwise, we influence things. And if I run the meeting, it's really hard for me not to say certain things and not to steer things a certain way.
[00:16:48] And so I don't get as valid of feedback from the team. I don't get as valid of information. So what happens is as visionaries, a lot of times we think we have all the best ideas. And it's not generally true, right? Our team members are closer and more connected to what's actually happening on the ground, and they can see things we can't see, and they have ideas that we don't have, and they can share these things with us, and we can get their buy-in into the plan if they help create it.
[00:17:16] But when we are just top down pushing everything, because we think we're the visionary, and this is one reason I really don't like EOS. One of the big fundamental flaws in EOS is they intentionally overinflate the ego of the visionary. The visionary has all the best ideas and they're so important, and that feeds the ego and it helps them to sell integrators, which in their accountability chart, they place the visionary at the top, and then they have a line going down. And this is just a fancy name for a stupid org chart that doesn't make sense, but you have the visionary connected to the operator. Which they call an integrator. And the integrator then is connected to everyone else on the team. This is one of the most flawed structures I've ever seen, and nobody runs their business this way because integrators or operators are not the people that should be over sales and marketing generally. They're not the people that, because they have a very different personality type, they're opposite. And they want to conserve and they want to make sure money is handled well and they don't want to take risks and they don't want to, like, this is more stuff for maybe your head of sales and marketing or maybe your BDM or whoever you want to place in your executive team. They're really usually equals, but they have to report their stats. Everybody reports their stats to the operator. And so the challenge is we have to have a system in which the team can all give feedback and give information first, and it isn't top down. It's really bottom up. And this is how we designed DoorGrow Os and why people that come from the EOS system get a much bigger result and a bigger yield from their team and much more profitability than they were able to get under u s or traction or rocket fuel, right?
[00:19:00] These are some of the things that Sarah's able to do with some of our clients. And I have to say, it's amazing to be able to have somebody that I can trust to not just understand all this stuff. Because she, she's super sharp but also to be able to teach it to clients and to be able to help clients work through all of this and trust that it's just going to be handled and that's really what we want in a great member of our team or in a business partner.
[00:19:25] Or with anybody that we work with, we want people that we can trust to just handle stuff and to do it well. Sarah does it really well, so, what else should we say about you?
[00:19:36] Sarah: I think that's just how my brain works. Like every job that I've ever worked before I owned my own business, I would be there for a little bit and it was super clear to me like, Hey, if we make these changes or if we do these things differently, or if we just shift this a little bit, it's going to be better and here's how it's going to be better and why.
[00:19:55] And it's so frustrating for me when you know, like I was at multiple insurance companies. Before like I kind of got into property management and I on all of them, I was like, oh, we could just do it like this. Well, we don't do it like that. I'm like, I know you don't do it like that, but you should do it like that and here's why. And when it's frustrating for me where I'm like, oh, you could just make these changes and you could do things like this. And this is just how I think my, my brain is just wired to work. because I can like look at the overall picture of things and I'm like, well, why do we do things like this? You could do it like this instead and we should change this and this should be different. And that's really good. This is really great. Keep this, but change this little thing. And then these are the results that you'll have. And at all of the insurance companies I had worked with prior, I had like made some suggestions and they're like, oh no, we're not going to do that. We can't do that, we can't do that. So I think looking back, it's funny for me because I'm like, oh well yeah, I was kind of, almost like destined to like get in and, and run my own business because then if I think, Hey, we should do things like this because of this, then I can just do them. I don't have to go and ask like, oh, hey, can I really think this would help your business? Like, we can do it. And they're like, no.
[00:21:08] So now, like, just looking back, I'm just able to kind of pick it apart and see things that sometimes other people don't see because you're just, you're too close to it. Mm. And, and it's it's personal for people too. They're like, oh, this is my business and I'm really proud of it and this, I worked so hard and I know, like, I know what goes into running a business. Like I know it, blood, sweat, and tears doesn't even begin to cover it. I understand that. And that being said, I think that's one of the reasons why you should be looking to improve it. So if you can make a few small changes, like your, your ego might have a little bit of a bruise, right? But is it worth the trade off? Like, is the bruised ego worth a better, more profitable business that takes, a lot more off your plate and is less stressful? So for sometimes, sometimes people are like, no. I don't want that. I just want to know that I have all the answers and I'm right all the time, and that's okay.
[00:22:02] Jason: All right, so what's unique about Sarah, and some of you might identify with her a little bit. So in Myers-Brigg, she's probably an INTJ.
[00:22:13] Sarah: Well, not probably, I'm like the epitome of INTJ.
[00:22:16] Jason: So INTJ. Is very intuitive. They are introverted. They're a thinker and they're judging. Now INTJs are because they're super intuitive. They're called the strategist because they're logical and they figure out solutions to things, but what's I think really in interesting, and I think there's women's intuition and she's very intuitive. She just knows things without knowing why it's true. Mm, yeah. Like she's like, there's a problem over here in the, in our business or there's a problem over here and I don't know why, but it, something's not right. So. And what's frustrating is I will say no. I don't see it. Like everything's fine. And she's always right. She loves when I say, you were right. She loves it a little too much by the way. But she's usually right. And so I've learned to trust her intuition tuition and sometimes I think our unconscious. Has a lot of information and can process a lot more than our conscious mind can and picks up on little details and things. Mm-hmm. And has worked some things out and just knows things and it bubbles up to the surface of our conscious mind and we're like, Hey, something's off here. And she gets these flashes of intuition that when there's like some sort of threat and things like this as well. So I've learned to trust your intuition because it's proven accurate multiple times. And I've always considered myself fairly intuitive in the business, but her intuition is kind of next level. And so I think being able to trust your gut and having a partner in the business or some, or an operator that you can trust, their gut can have a significant impact as well.
[00:23:52] So I'm a bit opposite of her. I'm an ENTP. So we both are the intuitive, which is the n and we're both thinkers. Thinkers. But. I am a bit more extroverted probably. Even though I really feel like an introvert a lot of times, but I like need to be around some people occasionally.
[00:24:12] Sarah: Well, I know, but you usually like will kind of, you'll you'll break in that arena before I do. You're like, we like I just want to get out of the house and be around people and I'm like, oh, I don't.
[00:24:22] Jason: Yeah. And then I'm definitely more, we think very differently. Like very differently. Mm-hmm. I'm perceiving and you're judging and perceiving means my desk is chaos right now. If you could see it. And it means I love pulling in ideas from lots of different places. I have a crazy variety of books on the bookshelf over here. I've like, I pull in things from a lot of places to formulate my thinking. Then I'm able to formulate some new ideas and I'm very creative that way. And that's part of, I think why we have such great IP at DoorGrow. I get a lot of coaching and a lot of input from different sources and we improve those ideas and we have, I think, the best ideas and innovate the quickest in the coaching space in this industry period, maybe out of a lot of coaching businesses. We consult and share ideas with other coaches and coaching businesses as well that we're in Masterminds with. I don't want to do all the implementation. I don't want to make sure everything gets done. And so I'll be like, Hey, here's this great idea, but Sarah also brings really great ideas to the table. She's like, Hey, I had this idea. And then she'll just rapidly implement, like she just gets it done. She's like, Hey, let's do this premium Mastermind event and have people, we'll rent out an Airbnb and we'll get people to go and we'll do this and it'll be awesome. And I'm like okay. And she just makes it happen. Sells all the tickets to it, gets everything organized. I just showed up and got to look cool and she made it all happen.
[00:25:50] He's like, what are we doing at this event?
[00:25:52] I showed up, I'm like, so what are we doing?
[00:25:54] He's like, what are we even doing? I'm like, just--
[00:25:56] I'm like, okay, Sarah's leading this. So that was our last DoorGrow Live too. Like Mar-- Yes, that's true-- my assistant who did a lot of planning and Sarah like, handled some of the details and ideas and I was just like, all right, I'm just here. I'm the tech guy.
[00:26:11] Sarah: Just when we call your name, get to the stage, just go up there.
[00:26:14] Jason: Yeah. When, when it's your turn, Jason, you go speak and talk about something and I did. So that's kind of how we work together. So, what else should we say about Sarah? She's still working on getting her last name changed because it was Hall and she's switching it to Hull.
[00:26:31] Sarah: Well, right now, I really don't know what it is. Yeah. Truly. I don't know because the Social Security office has me as Hull.
[00:26:39] Jason: So you got to change. Yeah. To my last name.
[00:26:41] Sarah: Yeah. But the DMV is like, so super booked out.
[00:26:46] Jason: So not, not in Texas yet. Your license doesn't say it yet.
[00:26:50] Sarah: No, no. Not my license doesn't say it yet, but my social security card does.
[00:26:56] Jason: So, and your social media, I think you've changed most of it. I changed it before. Long before this. Yeah. So, but Hall's her ex-husband's last name, so yeah. So I'm trying to like, he's trying to buy a vow. I'm trying to buy that vow. I think I paid for that vow. What's on your neck and on your finger. And I think I've, I think I've accomplished that. I don't know. I don't know. So, cool. And I don't know what else, what else should we say?
[00:27:24] So Sarah's one of the key coaches in our business here at DoorGrow. Our mission is to transform property management, business owners and their businesses, and she does that like, she helps to do that. She runs a lot of the group coaching calls when I'm focused on other things in the business, which is awesome that I have somebody I can trust to do that at a really high level and to do it really well and clients really appreciate her test.
[00:27:49] Sarah: When you're busy, I run the whole scale call. Yes, every single week.
[00:27:54] Jason: Well, you do. You go beyond that. You also run some, some of the other calls that I-- Yeah, for sure. I used to run every call. You can run every call. So, yeah, which is awesome. All right, well I think, for those of you that you want to experience some of the magic of Sarah and improve your operations, you're struggling with things, your profit margin is not what you wish it would be, and you think you need more kPIs and micromanaging and to like squeeze more juice out of your team. That's probably, there might be a little bit of truth to that, but generally you'd probably need a better team or you need to optimize your team and that's one of the most profitable changes you should make first before you start messing with micromanagement, KPIs, more pressure, stuff like that. You need to make sure first you have the right team, and here's the clue that you don't have the right team: your day to day is something you don't enjoy doing every day. If you're still wearing hats that you don't enjoy doing and you've built an entire team around you, and you're the wrong person in the roles that you're sitting in, then you've built the wrong team around you.
[00:29:05] It's pretty obvious if you look at it from that perspective. You can't build the right team around the wrong person. Can't build the right team around the wrong person. So, we can help you make sure first, who are you, we can help you figure that out, and what do you really enjoy? And we have processes for that. And then we can start to build the right team around you so that you are supported and you get to move closer and closer to having more fulfillment in your day-to-day. More freedom, more contribution, and more support. And then your team members will be able to have those four things and you'll get probably three times the output from those team members. And that's the biggest expense and that will give you the biggest profit in your business if you can get these systems in place that we can help install. With DoorGrow OS and DoorGrow hiring and DoorGrow Flow and DoorGrow, CRM and DoorGrow. What am I missing? Flow hiring, crm, you said all of software. Those are our software. Okay, cool. Which we call our super system. So we're going to be doing this event on the 22nd, talking about priorities and how to increase your profit margin and how to decrease operational costs. We hope to see you there and or watch the replay if you see this later. Make sure to reach out to DoorGrow if you would like to experience some Sarah Magic. And until next time to our mutual growth, everyone.
[00:30:26] Jason Hull: You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:30:53] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Too many property management entrepreneurs tolerate bad clients. They subject their team to crappy owners and are often miserable.
In this episode, property management growth expert Jason Hull explains how property management entrepreneurs can deal with bad owners and prevent bringing them on in the first place.
[04:03] What is a Bad Client?
[09:50] Why Bad Clients Lead to Bad Team Members
[10:43] You Need to Punch Your Clients! (Figuratively)
[15:36] How to Prevent Bad Clients
[24:57] Creating Processes to Get Better Clients
“If you cannot figure out how to make them into a good client, then you need to let them go.”
“You get what you tolerate.”
“If you just ate ramen, or you just tighten the belt a little bit, you might be able to let go of that bad client or those bad doors right now.”
“If you are tolerating a bad client and you have team members, then you're not taking care of your team.”
[00:00:00] If you are tolerating a bad client and you have team members, then you're not taking care of your team.
[00:00:06] all right. Welcome Doorgrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow hacker. DoorGrow hackers love the opportunities, daily variety, unique challenges and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.
[00:00:47] At DoorGrow, we are on a mission to transform property management, business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert, Jason Hull, the founder, and CEO of DoorGrow. Now let's get into the show.
[00:01:12] All right, so we just had here at DoorGrow, right here at DoorGrow Headquarters in the Austin, Texas area at the Kalahari Resort in Round Rock, Texas, we had DoorGrow Live, our DoorGrow Live event. It was super awesome, super cool, amazing to see everybody in person. It was really awesome, great experience. I highly recommend that if you want to get in momentum in your property management business, you want to get inspired, you want to be around people that are at operating at a different level than at typical property management conferences. Our clients are special. Our clients are special because they have upleveled their mindset. Just being around them will shift you as well. So come hang out with us. That's one of the things we do is we install a different mindset into our clients. So they start functioning and thinking at different higher level than what's typical. And then we start to teach them really good strategies and ideas for growth. One of our clients man-- I'm so excited for some of these testimonial videos-- one of our clients I think went from like 120 doors to like 400 and something doors. And like, I don't know, he like doubled his doors in like four months and he was working with our acquisitions coach. Went and got like, went through a whole acquisition. Like he wouldn't even have known how to look for a deal, let alone have handled the whole thing. He literally just did whatever he was told by his coach. Like, "say this. Send this email. Don't do this." He just did it and now he's going to be adding a bunch of doors. Asked him if he thought he could get to a thousand doors and he said, "oh yeah I'll do that in like maybe two or three years, no sweat." we've laid out that roadmap, we have the DoorGrow code of what a company needs to do in order to get to a thousand doors.
[00:03:01] And those of you listening that you're already a thousand doors, maybe your business could be optimized. Maybe it could be more fun for you. Maybe we can improve your team. Maybe you're losing more doors than you're getting on right now. Our clients are adding more doors than you're getting on, and you don't have to do it through acquisition necessarily. You can just add doors. And so if you're having any of these issues, reach out. Like we would love to help you.
[00:03:26] So my topic that I wanted to talk about today, we, Sarah, my wife and COO of DoorGrow brought two clients up on stage and said, " Jason doesn't really know exactly totally what we're going to be doing."
[00:03:39] And I was like, "okay. I like a little chaos and a little risk," so she brings them up and was like, "Hey, basically we're going to coach them in front of everybody." I was like, "okay, this could go really horribly wrong or really awesome," but I didn't think it'd go wrong. And it was great. So one of our clients got up and he was just talking about the biggest challenge in his business right now is just a really bad owner. And so we had this great discussion and coaching and conversation with the entire room about bad clients. And so the topic for this episode is how to deal with bad clients or firing. How property managers can deal with bad clients or fire bad clients, right? How do we deal with them?
[00:04:25] One thing that's important is that you should fire some. If you cannot figure out how to make them into a good client, then you need to let them go. It's important to let bad clients go and I think that's the hallmark of a seasoned property manager is that you fired some shitty clients that you don't want to have. Let's chat a little bit about this. So bad clients, what they look like. They're clients that do not respect you. They're clients that do not value you. They're clients that treat you poorly. And one of the things I want you to realize is that you get what you tolerate. And so if you have tolerated this kind of behavior, you may have created clients that don't value you or trust you if you aren't as effective in your sales pitch in creating trust, which is really what true sales is, it's getting people to trust you. Not manipulating, not tricking them. You legitimately have a solution to a real problem that you can solve, and they want that, and you're able to charge a fee for that, right? That is a real business. The big challenge though, is this was like 10% of his portfolio. This one owner. This would be painful to let go.
[00:05:49] So the usual way that I coach clients, if they have a, like sometimes when clients first come to us, especially if they're in that first sand trap of maybe 50, 60 units or less than a hundred units, their whole portfolio might be bad. They might have a large percentage of accidental investors, people that waste their time, people that are pushing back that don't respect their boundaries. And so it's important to set a rule. So my usual recommendation is set some sort of rule. We want to get you growing and adding good doors to offset those and then set a rule like a three to one rule or a five to one rule that every time you get three bad doors or five, I mean, yeah, every time you get three new doors, three good ones, or five good doors, you and your team have permission to let go of a bad door. Or maybe you do it by owners. You just set a rule. Maybe you already know, like you knew the client he wanted to get rid of. You just need to figure out how do we let go of that person. Now, that's one idea. That's if you want to replace that income. But if you're dealing with a shitty owner and the difficult situation, I want you to take a step behind that question because this is the question that a lot of people think superficially. They need answers. How do I replace this income? What I think is a better question is to take a look at, instead of trying to replace all that income before you let them go, is to figure out what amount of additional revenue would I have to be generating or additional clients or business would I have to be generating in order to be able to tolerate letting them go, which is different.
[00:07:29] So figure out what's the minimum amount that I could scrape by with and survive with to get rid of them as soon as possible. Because as soon as you get rid of them, it's going to free up a lot of attention, a lot of bandwidth. Your revenue will dip, but you just need to offset it. You might find that you could survive.
[00:07:49] If you just ate ramen, or you just tighten the belt a little bit, you might be able to let go of that bad client or those bad doors right now. And what that does is it frees up a lot of head space. It frees up a lot of time. It frees up bandwidth so that you can go replace those doors faster. This is similar to the advice that I gave to my clients that were there that now are full-time, like owning and running their business together. These business partners, when they first came to me though, they were starting a property management business and they wanted to quit their day job. They both had jobs and their dream was to start this business together and offset all their income. And I said, don't try to offset all your income. Figure out what's the bare minimum that you can each pay yourselves and survive on. Like tighten the belt, figure out what that is because if you can just get to that level and then quit your jobs and then go all in on this business, and we teach you all the growth strategies and you start to grow rapidly, this is exactly what they did, they then could grow a lot faster. So they let go of their jobs and they started growing a lot faster and they had to get some doors before they could do this, but once they hit that lower level that they decided they could survive on, then they were able to invest, go all into the business and grow a lot faster.
[00:09:11] Same thing with firing clients. Like don't wait until you offset all of the income. I once had a client come to once and he wanted to offset all of his income and he was a pharmaceutical rep making like six figures and he was like, "well, I'm going to start adding some doors and build up this new business, but I'm going to do it kind of part-time and I'll wait until I offset all my income." and I was like, that's not going to happen very easily, if at all. And I think he underestimated the amount of work it would take to start a business. He didn't really want to spend time to do it. It was kind of a dream, and he was pretty comfortable in that job, right? Had a lot of freedom and was pretty comfortable and they paid him really well, so it was hard to give it up. So, let's just keep that in mind.
[00:09:59] All right, so the other thing about firing, I think that's really firing clients that I think is important to recognize is you need to protect your team. If you are tolerating a bad client and you have team members, then you're not taking care of your team. You're going to lose A players. B players will tolerate shitty behavior and they will tolerate shitty bosses and they will tolerate a bad environment. A players won't. By keeping on bad clients, you are losing your best people. If you wonder why you have a lot of turnover, it might be because you're not protecting and insulating your team from people mistreating them or treating them poorly. You haven't set healthy boundaries with your clients and started to protect your team, so make sure you're protecting your team. So fire, protect your team.
[00:10:51] Next item, punch them in the face. Okay, this is metaphorically, I am not recommending violence in this situation. What I am saying is that metaphorically or figuratively, you need to punch them in the face, sometimes these bad owners. Sometimes bad owners are high D personality types on the disc profile, which means they are drivers. They're short, maybe quick. They want results. They want like information quickly. They want to see things moved fast. They do not care about stories or excuses. Let's go! And in order for them to respect you, and a lot of investors or wealthy people might be high D. They're driven. Just like a lot of entrepreneurs, and so if that is the case, you may need to punch them in the face. Like sometimes you'll see two guys and they're like, they have a beef with each other and they like, they're arguing or whatever, and they get into a fight and then they're best friends for forever, right? They respect each other after that. Sometimes you need to punch these crappy owners in the face in order for them to respect you. You need to set boundaries right at the beginning. Boom! And say, no, I'm not going to do that, Mr. Owner, and here's why. They're just waiting. A lot of these owners are just waiting for someone to set boundaries with them to show that they know what they're doing. They cannot, high D cannot respect you if you give in to their demands. They cannot respect you if you cave to their bad behavior. Like they will test you.
[00:12:27] A lot of guys that have dated women or been in the dating scene know, have heard about shit tests, right? Like maybe your spouse does this to you, like they will test you to see if you really are who you say you are, or try to showcase that you are on the tint. They will challenge you. Your clients are going to challenge you. They're going to test you to see if you really are going to stick to those fees. If you really are confident in your business, if you really are going to stick to your contractor agreements, right? They want to see if you have integrity. Integrity in a building is strength. How much integrity does the steel have? Do you have the integrity of steel? Are you strong? Can you maintain your boundaries? Do you know your limits? Can you punch them in the face? If you can punch them in the face in the beginning, a lot of times owners will say "finally, I've found a property manager that I can respect that I don't have to tell what to do, that I don't have to micromanage that owns their stuff." they're looking for that extreme ownership, which is a great book by the way. I love listening to the audiobook because these guys sounded like they gargled sand, like in the deserts of Ramadi, right? So they're like, Jocko Willick and Leaf. They're like, "you need to have extreme ownership. This is what we did in Ramadi, right?"
[00:13:53] I don't know if that's a pretty good impersonation, but I love listening to the audiobook. So I recommend the audiobook, but these guys know they take extreme ownership. They're accountable for things, but they also probably are willing to punch somebody in the face. It's like being shitty or mistreating or whatever, right? So make sure you punch them in the face and you do that early during the sales process, and you will be probably the most likely to get them as a client because they go to everybody else, they're not going to find what they're looking for, which what they want is peace of mind. They want safety and certainty, and you cannot feel safe with somebody that caves to the whims of everybody. That's not a safe person. You're not a safe property manager to manage their property. If they think you're going to fold on every vendor saying, " I'm going to charge way too much," or you're going to cave on every tenant that's going to say, "well I want to paint the house purple," or whatever they want to do. You're like, "well, okay." They're not going to trust you. They need to know that you have what it takes. You need to show them that. And then they're going to be like, oh my gosh. You're the property manager for me. You just need to say, "no, Mr. Owner, we're not going to do that. And here's why. We know this. We know what to do. This is how we do it. Our way works better than yours. By your own admission, you're coming to us for help because things aren't going well as you have told me, and we don't have that problem. Our clients don't have that problem. We are better at this than you. So either you trust us and respect us to do our job, and we will not be perfect, but we'll get it. We'll fix it, we'll make sure we get it right eventually, but we're going to do this better than you. We're good at this and you can trust us to take care of stuff." And they'll go, "that's all I wanted. That's all I needed. I just wanted that safety and certainty. Just wanted to know you had the strength to do what I would want to be done."
[00:15:44] Okay, the next step is you need to figure out after you've dealt with a bad client, maybe you forgot to punch somebody in the face. Maybe you forgot to protect your team. Maybe you didn't fire them soon enough. Now you need to make sure you learn and prevent this situation in the future. So how do we learn? And how do we prevent? Well, when you need to take inventory, what did we do to create this situation? What did we do to allow a client like this into our portfolio? Why did we allow this? What happened? Where was the breakdown? Do we need to or can we improve our agreements? Do we need to improve the conversation or during the sales process when we review the agreement and tell them so they can hear and see what it is we're going to do, so, Instead of just sending the agreement, can we go through the agreement with them to align them towards our way and make them a better client? Can we filter better? Can we qualify during the sales process and prevent bad clients from coming in or set better expectations during the sales process? All of these things, Allow you to qualify and get your clients potential clients to level up. You can turn them into better clients during the sales process. So learn and prevent. Can we create new processes and procedures that insulate and protect us from owner situations like this, right? You need to learn. So we want to make sure that our clients feel safe and they might need to be punched in the face, and they might need better boundaries, and they might need better guidelines, and they might need better training or education during the sales process on how to be a good client.
[00:17:30] We have this in our agreement with our clients, how to be a good client. And there's a list, right? And during our sales pitch, one of our slides in our pitch deck is the three commitments we require of people that come into our program of what's required. Like do you measure up? Do you qualify to be with us, right? You need to set boundaries and you need to use that, that sales tactic of qualifying and of prising yourself. You're the prize. You solve their problem, they have problems. They're paying you to solve those problems, which means you're the prize, not them. Mindset. That's a mindset shift.
[00:18:12] Okay, so the next thing, get clear on your boundaries, right? So after you learn and prevent, get clear what are our boundaries? And recognize people will test these boundaries. So how do you pass the test instead of fail the test? So if somebody's setting boundaries, you will either pass or you will fail a test. If somebody's trying to test your boundaries you'll either pass or fail. So make sure you set your boundaries. What are their boundaries, right? So make sure you're passing the tests. It is it's so helpful to recognize that everybody that matters, or your spouse, your kids, your clients, tenants, they're all going to test your boundaries, so you need to get clear on what those boundaries are, and when a boundary is crossed, you'll know it because your nervous system will not be happy. You will not feel good in your body. You'll feel guilt or shame or embarrassment, humiliation, lack of power. Whatever, gross, icky, right? These are when people order situations overstep or go over your boundaries, or you aren't respecting or take taking care of yourself. You need to take care of that little you on the inside. It needs your protection. You need to take care of you. You need to know that you will protect you no matter what. Just like your team needs to feel safe. Your heart needs to feel safe. Your mind needs to feel safe. Your body needs to feel safe. These are like three children that you control. You are not your mind. You are the person that thinks the thoughts. You are not the thoughts. You are not your mind. You are also not your emotions. You are the person that feels the feelings. This is another vehicle. Your mind is a vehicle. Your heart is a vehicle, and you are also not your body. You are the person that moves the body and uses the body and experiences the body. These are like three unruly children on the bus, and you should be driving the bus, and if you let any of these drive the bus, it can be a bit chaotic, right?
[00:20:21] If your brain's driving the bus, everything's scary because the brain's job it's to avoid pain and scare the shit out of you and protect you. So it's going to like look at every logical angle. How can I avoid feeling these uncomfortable feelings? And the heart and the emotions needs to feel everything. It's the only thing you can do with the feeling. You need to feel the uncomfortable feelings. You need to feel the sorrow of the sadness, the crap, the happiness, the joy. You need to feel it all. That's part of being human, that's life, that's feeling alive. The full breadth of human experience. We need to feel it all, but the brain doesn't want us to fill it all because the brain's like, well that didn't, I don't know if I liked that last time. That was uncomfortable. And it judges everything. And then we have our body, and our body wants like sex and it wants to taste stuff and it wants to get rest. And like our body has these needs. So we can't let our body be in control, right? Like our life can be really strong chaos. We're just letting our tongue and our genitals and our physical needs like take complete control of the bus, that would be a really bad life, bad situation, right? If our heart and emotions were in control of everything, we'd be kicking holes in the wall. Like we would just be emotional about things. We would be up and down, right? We would get way too excited about some stuff, right? And logic then steps in and like controls a little bit of that, right? And we have some reason, and some logic we're like, how much would it cost to kick a hole in the wall? How much would it cost to repair that? So we start to make logical choices. What would be the ramifications of this relationship or doing this thing or taking this risk, right? So, Then we have our intuition, right?
[00:22:00] Another vehicle that I didn't mention, but we have another vehicle, our intuition, some might call it gut, some might call it God, source, whatever. Our spiritual side that we need to tap into that is a higher faculty than our logical mind that gives us clues and lets us know things that need to be done that sometimes don't make logical sense, but they end up being right and deep down they're right. A lot of really logical people cannot listen to intuition, which is a higher faculty. That's why the intuitive people have a one up on some of the most logical people. They're too logical, they're too logical, and a lot of times they're too logical because they're really just trying to avoid feelings and it cuts off their intuition.
[00:22:41] So going back what I was why I'm going over this is we need to set really good boundaries and we need to take care of these four vehicles, our intuition, our mental, our emotional, our physical. We need to take care of these vehicles, these little children that we kind of manage. We need to be listening to all of them, and we need to figure out what our boundaries are. What are we willing to do? What are we not willing to do? And then we need to figure out how to avoid the temptations that cause us to fail at that. And sometimes one of the things that came up is one of our clients was very transparent during one of our awesome speakers and said that sometimes when there's conflict with vendors and some of the vendors are his friends, like doing stuff, he's kind of a pleaser and it's hard to set boundaries with them or to let them know, have uncomfortable conversations that they're not doing things right or something needs to be done faster or stuff like this. And so what within ourselves, the kind of question that she asked was like, what within ourselves thinks that we. Deserve to have those things happen to us, or why within ourselves are we so concerned with being liked, and a lot of times it's from when we were young. People overstepped our boundaries. People treat us poorly and we had to like fawn or please to get people to like us in order to feel safe. And so, there's a great book I read recently I really enjoyed, called The Courage to Be Disliked. All about Adler, Adlerian psychology and which is different than Freud and young. Really interesting. I think he was way ahead of his time. The world wasn't ready for him back then. He was a contemporary of both of those young and Freud. But Adlerian psychology has become very popular in Japan, and I believe the authors of the book are both from Japan, and it was translated to English, I think.
[00:24:41] So really awesome book. The Courage to Be Disliked. And the sequel is the Courage to Be Happy or something like that. Great books. We need to have courage, the courage, the willingness to feel those uncomfortable feelings and be disliked in order to respect our boundaries. And so that's something else that we could do a whole episode on this, right?
[00:25:05] So the next piece is to build process, right? So take a look at your process. This might be connected to learning and preventing. This might be connected to getting clear on boundaries and what you want, protecting the team, but coming together as a team. We had Errol Allen at this event. He's a process expert and he talks about getting the entire team together to work on a process. Like who feeds the process, who works on the process, and who is affected later, or what, the output affects of the process affects them, right? So we want to make sure that we get all the stakeholders involved and we develop a really good process. So that we can, as part of that learning and preventing and avoiding the temptation and passing the tests is creating a really good process. And so these are the main things that we discussed in relation to dealing with this challenge of letting go of clients that are not treating you well and setting really good boundaries. Now, If you don't, then you will get caught in the cycle of suck. Everybody's heard me talk about this before, which means you take on crappy owners, you then have crappy properties, you then have crappy residents because they're frustrated about the crappy property and the crappy owner, and then you're going to have crappy reviews. Then you're going to attract more crappy clients, right? And this sums up the property management industry in aggregate. This is the challenge in why most property managers suck. Most of your competitors you probably believe suck. It's because they're taking on any client. You need to set some rules, set some boundaries, and let go of some bad clients and that will get you out of the cycle of suck. Why do you want to be out of that? Some of you think, well, that's just property management. That is not very profitable property management. This is why the average property management business has like 4% or 6% profit margin and makes very little money.
[00:27:00] Our clients sometimes have 10 times those amounts, a profit margin. We've got clients doing 20, 30, 40, sometimes 50 or 60% profit margin, right? And so to have really good profit margin, you cannot have really bad owners and really bad systems and you can't be caught in the cycle of suck. You've got to let go and clean your portfolio up and you'll be a lot more profitable. because one bad property can take easily 10 times, just maybe even a hundred times the amount of work as a good door, as a good property. Okay. All right, so hopefully this gave you some ideas. You're probably thinking right now about a client. I know you. You're thinking about a client right now. You're like, I'd be so happy if I could just get rid of that. My team would love if we could just get rid of that person, if we could just get rid of that one property, that would be great. This is your business. It can be the business of your dreams, or it could be like your master and you could be a slave to it. Which one do you want? Any business at? Any size could be either one. You get to decide this is your business, so be the entrepreneur, not the property manager. Protect yourself and let go of some of those bad clients. And that's it for today.
[00:28:17] So, if you are a property management entrepreneur and you want to get your either add doors or you want to finally dial in the operational side, you're curious maybe about how does DoorGrow help with process and their, what's their DoorGrow flow software and how do they help with sales and what's their CRM software, DoorGrow CRM, and how do they help with operations and what is this DoorGrow os and why is it so much better than eos? And how are they helping property managers get their teams in a alignment so that they can go from pretty good growth to having like 300% growth in a year, like some rapid growth where the team are all moving the business forward, like and thinking like an entrepreneur. How do we finally get great team members? Our client that just doubled his doors I was telling you about, since joining DoorGrow, he fired most of his team and replaced most of his team because he realized by getting clarity in working with us and getting the hiring stuff going and vetting his team, he realized he did not have the right team. He didnt have the A players, he didn't have believers. So we need to help you get a really great team and then install DoorGrow os and then make sure you have processes and if you have those three system people, system, process, system. And planning system, you then have a scalable business. So now this client he has a business that can scale, right? We want you to have a scalable business, a business that if you lost team members, you could get back up to speed very quickly, right? Whereas most of you probably just did Russian roulette hiring until you eventually got enough team members and fired enough team members that you had a good team and you finally installed decent culture and then you were finally able to break 600 doors. You can't break 600 doors with a crappy team.
[00:30:04] You'll last see so many people in that two to 400 door range struggling. You get to 500 and it's painful. If you feel like right now, if you're honest with yourself, deep down that if you added more doors right now, if you added another a hundred doors this month, your life would get shittier and worse then your business is not set up to be scalable. The business owner's life should get better the bigger the business gets and the more money you have. And that means your business is not set up to be scalable. Let's get your business to be scalable. Reach out to DoorGrow. You can check us out at doorgrow.com. Go to our homepage, the big pink button. "I want to grow." click that and there's a free training. You can book a call with our team and you can watch our testimonials and case studies and we're going to blow your mind. And we're going to help you realize why marketing doesn't work very well generally, advertising generally doesn't work very well for growth, and why you've been struggling to get your team and business in alignment so that you enjoy your day to day. Let's get you there.
[00:31:02] Until next time, to our mutual growth, I'm Jason Hull. Bye everyone.
[00:31:06] Jason Hull: You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:31:33] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
If you are a property management entrepreneur, you have probably experienced isolation. Being an entrepreneur is often a lonely profession, but it doesn’t have to be.
In this episode of the #DoorGrowShow, property management growth experts Jason and Sarah Hull discuss why every property manager needs a tribe to keep them accountable and celebrate their wins.
[01:45] Don’t Surround Yourself with Negative People
[06:30] The Isolation of Entrepreneurs
[12:45] The Benefits of In-Person Events
[17:11] Why DoorGrow Spends 6 Figures Annually on Coaching
[20:00] Don’t Try to do Everything Yourself! Get Support
[30:34] When Someone Else Knows What You Need Better Than You
“Sometimes what's constraining us in growth is something so simple and obvious that somebody else could see.”
“Your growth will be very limited if you are surrounded all the time with toxicity and negativity.”
“You need to be around people that don't believe your excuses and that can see your limiting beliefs.”
“It's very challenging. It's a tough industry. It is not for the faint of heart. But it can also be very rewarding.”
[00:00:00] Jason Hull: You need to be around people that don't believe your excuses and that can see your limiting beliefs. And they're like, "that's gross. Like you don't need that. That's bullshit, right? Like you don't need that belief. Like it's actually like this. This is how I see it." And that changes your beliefs if you hang out with those people.
[00:00:16] Welcome DoorGrow hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow hacker. DoorGrow hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert, Jason Hull, the founder, and CEO of DoorGrow here with Sarah. Do you want to introduce yourself?
[00:01:20] You do it.
[00:01:21] Sarah the COO of DoorGrow and my wife. Now let's get into the show. " You do it." All right.
[00:01:31] You're on a roll. I'm on a roll. All right. Welcome everybody. So today I was like, Sarah, what should we talk about? And so the topic we decided to talk about is something that's been really beneficial to us. We want to talk about why as a property manager, you need a tribe. You need people as a property management entrepreneur, business owner, you need a tribe or you need some people to support you in your positive goals and your growth. And one of the things that I've seen in the industry a lot is there's a lot of people in the industry-- property management's tough, right? It can be tough, and it's very easy to create a tribe or have a tribe or be in groups in which everybody's negative about property management, right? Like where they're just sharing wine memes and like, "Hey, it's the end of the day... property management... tenants, argh!" right? That's not what we're talking about. We're talking about the opposite. A tribe that helps you focus on the positivity and moving your business forward, and that's been super beneficial for us in our business. So maybe Sarah can tell us a little bit about that so.
[00:02:40] Sarah Hull: All right. Well, I think in property management there's a lot of different challenges. We can all agree on that. So it is easy to kind of jump on that train of, "hey this is hard" and "my life sucks" and "I don't know why I do this" and "sometimes I don't get paid enough money to deal with this." So it's very challenging. It's a tough industry. It is not for the faint of heart. But it can also be very rewarding, and I think surrounding yourself with positive energy and positive people versus the naysayers and the people who want to, focus on oh, how bad their day was and how hard this is, and how challenging this is, and how tired they are, and that they're just constantly drained. If those are the people that are surrounding you, and that's what you're hearing, you will like, whether you realize it or not, you are programming your brain to think this way.
[00:03:46] So if we're surrounded by people that are constantly negative and they live for the weekend and they're like, "oh, I'm going on vacation. I can't wait and don't bother me, leave me alone. Like if you don't just truly enjoy what you do and you are being dragged down constantly. Your brain is absorbing all of this. It's like a sponge. So really what you're doing to yourself is, it's a form of self-sabotage, and it's really important to get yourself around people that are just vibrating at a higher energy. I know that sounds really woo woo, but that's something that over the last few years I've had to work really hard at. I've really become a professional at cutting people off and cutting people out if they're not a champion of me if they're not somehow, helping to promote me or helping me to think, more differently or really proud of what I've done. Because there are always people who are like, "oh yeah, I don't like that guy. I don't like that girl." Like, "oh, she, yeah they're great and all, they've got a bunch of success, but it came because they don't do things the right way, or they, they took an easy way out. So if you're surrounding yourself with people like that, you've got to minimize all of those thoughts and all of the time that you're really spending, so that you put yourself in a better position in order to be positive, in order to grow. Your growth will be very limited if you are surrounded all the time with toxicity and negativity.
[00:05:33] Jason Hull: Yeah. I think it's really important to be around people that don't believe your excuses, right? If you're around people that are like, "yeah, that's how it is. Yeah, it sucks sometimes, and that's just like the way it works" or, "yeah, it's difficult to grow or yeah, that's hard. Or, yeah, I'm dealing with that too." Right? Then you're in a support group for a problem, right? That's a support group for a problem, right? That's not helping you move past it. And so you need to be around people that don't believe your excuses and that can see your limiting beliefs. And they're like, "that's gross. Like you don't need that. That's bullshit, right? Like you don't need that belief. Like it's actually like this. This is how I see it." And that changes your beliefs if you hang out with those people. Because their beliefs is are more true and more accurate, they're not going to change theirs down to your crappy limiting beliefs. You're going to uplevel yours. And we all have those at any level. We all have them. And then we talk to somebody that's at a higher level and they're like, "well, I see it this way," and we're like, "oh my gosh, I couldn't see that before." So you need a tribe. So one of the challenges that is created, I believe naturally for entrepreneurs is entrepreneurial isolation, like we're isolated. Especially in early stages. You probably felt this when you first started your business. It's all me. I'm all alone.
[00:06:49] Sarah Hull: Yeah. Well, I think I've really-- I felt that until I came to Texas.
[00:06:56] So what was different about Texas?
[00:06:58] Well, I think everything was really different about Texas, but I think just the mindset of people here is so different. And it's a lot easier to be around people that just, they think there's more, they think it's easy. I think something that I kind of had a lot of when I grew up was: making money is hard, like, you've got to turn, you've got to work, you might need to work, 2, 3, 4, sometimes jobs. Yeah. In order to make the money that you want. And the mindset that I had for, a long period of my younger life was. Hey, if I want more money, I've got to, work more hours, or I've got to get a raise, or I've got to get an extra job. So, for years of my life, I had just worked multiple jobs, two or three at a time so that I can make the money I wanted, and I just thought like, this is what you do. This is normal. And it's hard, like if you can do great things, but it's hard and you just have to, buckle down and like, dig your heels in and just plow through. And only within, I'd say the last three years that I realize it's not hard. It's hard if you make it hard. It's hard. If you think it's hard and it's hard If you're surrounded by people that tell you it's hard then it's going to be hard. You best bet it will be hard. But it doesn't have to be hard. It really doesn't. And just your own mindset can really prep you for what you're going to receive. So if you think, "oh it's hard and I've just got to grind and there's no other way to do this. That's what you're going to get.
[00:08:40] Jason Hull: I think every entrepreneur goes through kind of this journey. From a young age, entrepreneurs are a little bit different. We don't value safety and certainty as the highest priority. We are a little bit more adrenaline junkies. We're a little bit more focused on, taking risks. We're willing to work longer hours and harder to like get something going. In order to have more freedom, we care more about freedom than just staying safe and having a safe, stable job. And we think the world can change. We see that things could be better. We want to improve everything around us. We're like, why are people doing it that way? We're not satisfied with the status quo. So what that creates is, that creates a situation in which we're weird. And we get a lot of friction and everybody around us is like, why are you being weird? Like, why don't you just go along with what everyone else is doing? Just do what everyone else is doing and be safe. Like, why don't you just go get a job? Any entrepreneurs ever heard that before? Right? They don't get us. And so we start to learn. As an entrepreneur, "I probably shouldn't say anything." I should probably like not put out there what I'm doing. I need to isolate more because I'm getting so much friction.
[00:09:53] Sarah Hull: People just, they don't understand it. They don't get it. But you have this higher vision that other people just don't, they don't have yet, and they can't see it. It's your job though, to help them see it. So you small yourself and you make yourself smaller and more little, and you just say, "Hey, I'm going to I'm just going to do my own thing. I won't worry about it. Then you are taking that opportunity away from not only yourself, but from other people. To see, hey, there's more. This isn't it. You're not done yet.
[00:10:31] Jason Hull: It's really difficult though, if somebody's wired that they're at their core. They're like, I want safety and certainty more than freedom and more than taking risks you're not really probably going to change them or convince them. And because we're a minority, we're like, we're rare as entrepreneurs. In order to escape that entrepreneurial isolation that we've all created around ourselves where we think we're on an island and it's all up to me and I've got to get my team to do stuff, and we feel weird and we're different... we have to start connecting with other entrepreneurs. Then we start to realize we're not weird. I went through this and when I first got my first coach, And he was like, described what entrepreneurs were like, and he was like this. And I hung out. I went to an in-person event and it was a group of entrepreneurs and they were all making way more money than me. I felt like the ant in the room, but they all were kind to me. They all loved my ideas. My coach at the time was like, you have a multimillion dollar business and you don't even know it. I started crying because he could see that I had the capacity to do something that I couldn't even see it the time. And that's why it's so important to get around people that can believe in you.
[00:11:35] And that's the thing, if you're around other entrepreneurs that are high functioning. Where you have good coaches, good mentors, good people that you're connected with, good friends, whatever, they will see you in your greatness. They'll see you in that you're playing small. They'll see that there's something better for you that you can't even maybe see for yourself. And that changed me. It changed me as a person. That event changed me because I was like, whoa, all these people have multimillion dollar companies and they all were listening to my nerdiness and what ideas I had and they thought I was helpful and valuable and if they can do it, I can probably do it too. And that was like, and I just thought it was, maybe that was impossible, like, but if they can do it... these people can do it. Maybe I can do it right.? So, and that's part of the why we invest a lot as a company and why we're in a lot of different masterminds and programs ourselves, and why we offer a mastermind to our clients, which has become the main, our main business. We have our mastermind groups for our clients. So do you want to talk maybe about some of the groups that we've been in or some of the benefits we've seen in being part of some of these groups that we're in?
[00:12:46] Sarah Hull: Yeah. I think even over the last couple months, we've gone and done several, like in-person mastermind styled events. And some of them last minute you were like, "oh, we shouldn't, I don't think we should go. Our business doesn't need anything." Yeah. Like, " we're good right now. We already know what we're doing. We just need to do it." Yeah. And I think sometimes that's exactly when you need to go. Yeah. So even that event that you said, "oh, I don't know if we should go and do it," we had planned to, and then about a week beforehand, Jason's like, "oh, I don't--"
[00:13:20] we had so much.
[00:13:21] "Like, we're good. Like we have so much on our plate. We already know what to do. We just need to buckle down and do it and get it done." And I said, "I think that's why we need to go."
[00:13:31] Jason Hull: And it was really good. Like I had some serious breakthroughs, like I broke down and had a breakthrough. And there was stuff that I just couldn't see and being around, I mean, these are high functioning people that we got to hang out with. You're talking about Puerto Rico, right? Puerto Rico, yeah. Yeah. Our Puerto Rico trip. We did another really cool one in Houston we did with a different group of entrepreneurs. Yeah. A lot of these are coaches, so we're connected heavily to the coaching industry. We went and did the Nashville. We went to another group there two times to Nashville. Yeah. Twice. That was a game changer for us as a company.
[00:14:03] Sarah Hull: Both times. And that's the thing is, you sometimes you might go to something and it's really good and then you go wonder the second time, like, "am I going to get as much out of it? Yeah. Is it going to be as good? What are they going to do this time?" And it was absolutely just as good as the first time. And I think the first time you walked away with like 77 little like ideas and I didn't see your list this time, but I, it was huge and big list this time too. It was huge. So there was a big, long list of things that sometimes it just takes a person on the outside looking in-- Yeah-- to say, "oh, well why don't you do it like this?" And you're like, "oh, I can't even believe I missed that."
[00:14:40] Jason Hull: We still need to sit down and go through the last event we just got back from Yeah. In Nashville and go through all that. Haven't even been back a week yet. Yeah. But we've got our conference this week, so we're getting our clients together so they can experience an in-person connection. So that's another piece. A lot of these masterminds, there's a virtual component. We have that as well, but the ones we're talking about where we get the greatest benefit, there's been virtual components to those, but the in-person really is dramatically different for us.
[00:15:08] Sarah Hull: It is different. It's just so different. When you get face-to-face with people, you really get to connect with them. I think sometimes. It's in the unplanned moments too. It's like, "Hey, we're in the taxi going to this place," or we're on the bus, driving around and-- totally-- like, there's no structure to those moments. It's like hey, we're going to go from here to here, and to do that, we're going to get on the bus. But it's the conversations that are happening on the bus. We're all sitting there, and you sit in different spots and you talk to different people and you're like, "Hey, I heard this is what you do and I'd love to pick your brain on this." and there's so many people, especially in that group in Nashville, there's so many people that they've just been there, done that. Like they've tried it, they've won, they've failed, and they're like, I'm completely willing and open to contribute to other people. And I think that's the other component of it is you can't go into a group like this. And say, "I'm going to take. I'm just taking, yeah. I'm not telling anybody what I do. I'm just going to hide. I'm not telling anybody because this is like my secret sauce." Yeah. Get the secret sauce all over everything. Tell everybody you know, "Hey, this is what I do." This is how it works. Because no matter how good you are, even if you're like, "Hey, things are freaking awesome for me," that's great. You can still get in a group like this. And if you come in and say, "Hey, like this is amazing. This is what we're doing. This is how we're doing it," you are still going to get some ideas because there's going to be something that someone says and you go, "oh I didn't even think about that." yeah. Didn't even think of it. And a lot of times it's like you're just too close to the fire.
[00:16:45] Jason Hull: Yeah, like one of the in between moments we had in Nashville was with our friend Sharon. And Sharon, he's the CEO of a company that just posted like, I think they publicly posted they had 4 billion in quarter one in
[00:16:59] Sarah Hull: revenue, not just total like 4 billion in.
[00:17:02] Jason Hull: So this guy knows a thing or two. And so, and he shared one idea that was so simple it could potentially double our client retention rates. And these are the type of things that we want to bring to the table for our clients. Like we're always innovating, always looking for what's the best, what's working really well, how can we optimize things? And a lot of our best ideas don't come from the property management industry. They come from like us playing our own game of business. In the coaching industry, which is what we are now. We do websites, but we started as a web design agency. But we're no longer really an agency. We're more of a coaching business and running a mastermind but we're always learning better and higher systems and ideas that we can then give to our clients. And our clients are also contributing really cool ideas like our last DoorGrow Live event. This one we have people presenting too, from within the group, like they're sharing. But we had some amazing ideas shared at the last event where everybody was like-- everybody was like, no matter how big, "I'm starting a maintenance company. Yeah. Or I'm going to start doing this." because they got this idea that was unique and different than I'd heard in the industry of how to make this work more effectively. Really cool ideas. We're just stacking cool ideas all the time. I don't think there's any other program out there that is able to stack cool ideas. Even, you know, NARPM's a really great organization. There's some really great organizations out there and people that do coaching. There's some other masterminds, but I don't think anybody moves as quickly or invests as much money as we do into our own coaching and into masterminds and working with high level people and creating connections, relationships, and so, I don't think there's anyone that moves as fast as us too. Like we move really fast as a team because of our amazing systems. It's the same system we teach clients to do for planning DoorGrow os and all this kind of stuff you've probably heard me talk about on the podcast before.
[00:18:54] I want to challenge something you said. You said moving to Texas was different and I think. I think what's really different is Austin moving to Austin area. Austin has a very entrepreneurial community. It does. That's kind of unique to the area, and like I lived in LA area and... all right. SoCal, everybody from Pennsylvania think SoCal, like if you've been to Pennsylvania, like up there. Sorry, but I don't think it's that great, but.
[00:19:24] Sarah Hull: I'm also sorry if you live in Pennsylvania,
[00:19:25] Jason Hull: SoCal is pretty great, except the politics is horrible, but, and there's like, yeah. And some of the areas are getting really bad, but that's why I left. Right? But SoCal in LA, you think there'd be a lot of entrepreneurs and whatever, like people are all about themselves. Like, it was really difficult to connect. I couldn't find groups or communities. I would go to some events and it just wasn't the same. And it's very different here. And a lot of people here are from California, which is, it's like all the best people escaped but it's an awesome community here that allows us to connect with entrepreneurs and destroy that entrepreneurial isolation, right? That I had mentioned. Now, a lot of people don't invest in these things because they think they can figure it out themselves. I mean, is every entrepreneur's default thing. I'm smart enough, I can watch some YouTube videos, I can read some books. I can figure it all out myself. I can do it. That's like stage one. You think you're the hero, you're a king. You can do it all on your own. Right?
[00:20:19] Sarah Hull: But you know, and it's not even that you're wrong. Because you can. Yeah, it's true. You can do it by yourself.
[00:20:24] Jason Hull: Just take a decade longer.
[00:20:26] Sarah Hull: It's just going to be infinitely harder. And I think one of the beautiful things about connecting with the people that are in your industry specifically they all have a different formula for what they do. They all have different knowledge, they all have different experiences and expertise. So, I mean, there are people in like in our mastermind group that they're like, "Hey, this is what I am going through right now and it's a mistake that we made, and I want to share it with the rest of the group so that everybody else in the rest of the group gets to learn without having made the mistake themselves.
[00:21:05] Jason Hull: I think also what's unique about our, because it's not just property managers getting together, there's lots of other places that could do that besides DoorGrow. I think what's really unique is that because of how much I've invested and how much we invest as a company and how much we've kind of consolidated and that we continue to do that aggressively and very quickly. I mean, we're in I think 2, 3, high level, high ticket masterminds right now. We spend easily six figures a year as a company on that. Like my business allows me to feed my coaching addiction and to get more stuff. Right? That's true. Right? So the business serves me because I love to learn. Right. And I love teaching and sharing. I think what's really different though, is that when people come into our group, Their mindset very quickly gets upgraded. I mean, we have a training called Mindset Secrets. Like we are changing these people the way they think and the way they operate. And now they aren't able to be part of a group of other people with that upgraded mindset and that upgraded level of thinking. And they're not doing stupid stuff. Like, they're not like, "I'm going to go just try and do internet marketing or content marketing" or whatever they're trying to do to grow, they're like, there's better ways. "So I'm going to do this stuff that DoorGrow taught me." So everybody comes in with a bunch of junk and a bunch of garbage and a bunch of false beliefs and a bunch of ideas of what could work. And that's not really working. And they're frustrated or stuck. They're stagnant in their operations, they're doing too much in their business. They're not really enjoying their team. Like we get all of them to see a better way of doing all this and change it. A lot of people think DoorGrow's all about growth. That's like such an easy thing we solve for clients is adding a bunch of doors. What we really do is we really help business owners become entrepreneurs and run really effective teams and get really great people and build really great systems and operations. That's really what DoorGrow does, but everybody thinks DoorGrow must just help people grow.
[00:23:00] Really, we love working with the 200 to 400 door plus companies that are struggling with people, systems, team, operations, because these are all the things the business owner thinks they should be doing, that they should not be doing. This is what their operator or these people should be doing on their team. Right? And so because they come in and we upgrade their mindset very quickly. That group as a group, this Hivemind, this Mastermind, are able to contribute so much more value than I was able to see in any other groups in the industry. Does that sound fair?
[00:23:33] Sarah Hull: Yeah. I think that's-- I'm obviously biased, but-- no, I think that's a good point and I think it gives you really a place to be recognized too. Because we don't get that. Yeah. Like there's no one, you know, when you're in school or when you're a kid and like you do something and you get like the gold star or something, you're like, oh yeah, I got a lollipop because I did my chores today. Like yeah. As adults, we don't get that. There's nobody who's like, "I'm so happy about what you did. Like you did such good job. Yay for you." Like, unless you have these connections, like you just, you miss out on that.
[00:24:12] Jason Hull: So you're kind of touching on the gamification or the gamification where we've gamified our mastermind, right? We've got like our belt levels. Like you're moving through martial arts for property managers where you're going from like zero, a fantasy belt to a white belt of getting your first door to being a black belt at a thousand doors. And we have like achievements that you've mapped out, that we have achievements that we've mapped out as a company for people to achieve certain things to showcase their expertise and our clients wear, like this is new, but they're going to be wearing at DoorGrow Live this week. They're going to be wearing lanyards that are their belt color that they've earned in our system. This is not just because they have doors. You don't get to be a black belt because you have a thousand doors. You have to start as a white belt. Get on the mat and like earn each of these belt levels by achieving certain milestones in DoorGrow to prove that you've upleveled your mindset, you've upleveled parts of your business and that you've got things financially in place and that you have a profitable company. Like there's all these requirements that we've installed and that gamification makes it a lot more fun and allows some of that, you know, recognition to be seen by other people. Right? Yeah. So that's been really helpful.
[00:25:27] Sarah Hull: And I think that's a really good point too, is the door count doesn't always matter. That's what we in the industry, that's where we're like, oh, they have, 5,000 doors. Like, oh my god, that's insane. But I've seen companies with like 8,500 doors that make $54 a door or what? I'm sorry. But I have--
[00:25:47] Jason Hull: and that's revenue. Some of them aren't very profitable.
[00:25:51] Sarah Hull: Well, right. So I have zero interest in running a company that has 8,500 doors in which I'm making next to nothing or worse, losing money and I'm not getting paid, or I'm not getting paid well because all of the money is going out to expenses. So what we've done is we've kind of engineered things so that, because I mean, given the choice, if you could have a company with 8,500 doors making bare bones minimum, or if you could have a company with a thousand doors, but you're extremely profitable... so that's what we really focus on with especially the belt system that we put in place. But what's really great about it is when you come to, like one of the live events, you can just pick them out of the crowd super easy by the lanyard. Just look at the color and if you know the DoorGrow Code and the belt system, you'll know very easily like, Hey, this is where I'm at and this is what I want. So let me find the people in the room that are ahead of me. That's who I'm going to talk to.
[00:26:55] Jason Hull: Yeah. Super easy. Yeah, so. Love it. Yeah, so that's helpful. Like everybody needs a hero to chase after. They need those mentors. And so we facilitate that in our program as well. So, yeah, so it's been a game changer for us to have tribes that we are part of that can help us level up. Sometimes they're pointing out things that are so obvious and so stupid that we're missing because we're too close to the fire that it's ridiculous. Like one of them was we do website design for a lot of our clients and we've done that for over a decade. But one of the people that ran a multimillion dollar business that we were in a group with said, "Hey, your website says you do this, and this doesn't sound like what you described." We had changed so much in the previous six months. And it was about six months since we had redone our website. It was all outdated. Our homepage was outdated. And so it was such like a blind spot and it was so obvious and it could affect our revenue so much. It was so stupid. Like I was embarrassed because I'm like, I run a web design agency, and we do this and I've done this forever and I'm missing something so simple and obvious that could make things so much easier. So we changed that and now we're getting a lot more leads and a lot more flow, and it was just like something that we were missing and we just needed somebody outside. And there's so many things like that. We just did a premium mastermind event. We went to Pigeon Forge.
[00:28:21] Well, Sarah set this all up technically. Yeah, so it was like in the Rocky Mountains area and like by Pigeon Forge. Smoky Mountains. Smoky Mountains. Smoky. Not in the Rocky Mountain. I don't know where it was. Sarah set it all up.
[00:28:31] Sarah Hull: I know you just showed up. He's like, what am I doing? I'm like, just show up. Right? So, yeah. Yeah. So I kind of set everything up, but what we did is we got a hand selected group of people together and we rented out like a luxury vacation rental. I wanted it to be nice, like very nice. Beautiful view of the Smoky Mountains.
[00:28:56] Jason Hull: It was like this beautiful cabin.
[00:28:57] Oh, it was awesome. Up on this hill. Yeah. Like a beautiful view.
[00:29:01] Sarah Hull: It wasn't a hill, it was at the top of the mountain.
[00:29:04] Jason Hull: I don't know. I call that a hill, but it yeah, it was beautiful. We had big mountains behind my house when I lived in SoCal. Yeah. So. But it was, yeah, it was really beautiful. We did some fun things with them.
[00:29:14] Sarah Hull: Yeah. Yeah. It was really great because we got everyone together. Yeah. And the first day, it's like everybody's just kind of hanging out at the property. We're having dinner, we're just kind of talking. We're just figuring it out. The next day we did a deep dive on everyone's business, and I think that was incredible because you get to just contribute to the group with what you can, you get to receive from the group with what you need. And then at the end of the day we went and we just had some fun. So we got out of business mode, which sometimes entrepreneurs are not really great at doing. So we got out of business mode. We went to dinner, we went to a museum, and then we got back to the property and some of us were like, okay. We were up until, I don't know, it was like one in the morning. Yeah. Just chatting. Because we all just couldn't stop. We were all like, okay. Some of them were like, I need to go to bed. I need to go to bed. I think there was probably a good like six of us up until like 1:00 AM. And everyone just got so much out of that and like we got so much out of that too. And it's like that style of event that we've been to and we just knew we needed to implement that in our program because if we come across something and we benefit that much from it. Like I said to Jason, I was like, we have to do this. Yeah. Like, we have to make this happen for our clients. I don't care what it takes.
[00:30:34] Jason Hull: Going back my point in bringing this up is that, a lot of these business owners, these property management business owners were at similar stage in their business. And they were able to share ideas. Everybody kind of opened up what their problems were. We looked at their financials. Like we went deep and they were very vulnerable and everybody could see some really obvious things that, that the business owner couldn't see. Like one of them was still getting a lot of phone calls and wasn't able to function in that BDM role that they wanted to as a business owner, while their spouse was functioning more as operator role and they weren't able to do that because they were getting so many calls and property management related stuff to work on. And it was so simple. It was just changing the phone system. That was it. It was just changing and setting up a phone system and changing, setting up some routing. And that's freed up so much more time since he went to that event. He like made those changes really quickly and now he is got way more bandwidth, right?
[00:31:30] Sarah Hull: So, and since then he's added, he's now over 200 doors. Did you know that? Yeah. What was he at before? I think at the event he was 150 something. Yeah. So he's now over 200 and that event was a little over a month ago.
[00:31:42] Jason Hull: Yeah. Yeah. So I mean, sometimes what's constraining us in growth is something so simple and obvious that somebody else could see, especially somebody that's worked with people at a much higher level. We can see that path. Right. So, anyway, I think-- anything else we should touch on of why property managers need a tribe? I don't think so. You need a tribe. Don't be isolated. Your business will be the sum of the five property management business owners you pay attention to or listen to or connected with the most. And get into a group where people have upleveled their mindset. Have a conversation with our team. You can just check us out doorgrow.com. Go join our free Facebook group where we've got some really cool people in there. They're all very helpful. You can go to DoorGrowClub.com to get access to that. Or just go to our homepage of DoorGrow, click the big pink button, and I have a free training, like 90 minutes going into how we can help you level up your operations, create more freedom and fulfillment for yourself, and that's really what's holding you back probably in adding doors. It's probably that you know how to add doors, but deep down, you know that if you add another a hundred doors, another 200 doors in the next year, which we can easily help you, you know that means your life's going to get worse. We need to change that so your business is scalable and get the right systems in place so that you know your business can handle that and your life gets better the more money and doors you have. And let's make you profitable. Like really profitable. Yeah. So if your profit margin isn't like, at least what?
[00:33:14] Sarah Hull: Minimum 20%. But maybe even 30 minimum, maybe even 40%. Oh, yeah. Like, let's get you. Some of our clients have 40, 50, 60% profit margins.
[00:33:25] Jason Hull: Which was not the case when they came to us. No. Right. So if you're not experiencing the margins that you would like to in your business, it's a lot of times you just can't see it. But we can rearrange the team, we can lower your costs, we can get your team to be more productive or effective. And they don't need to be micromanaged more. You just need some specific systems, like a good planning system, good hiring system. So anyway, we'll wrap up. I could talk about this stuff forever, but it's nice doing the episode with you, Sarah. So I'm trying to convince her to do more with me. So if you guys like her being on these episodes, comment in the comments. Oh boy. Here we go. I know she's better looking than me and she's way smarter than me in some things. Some things. And so yeah.
[00:34:09] Sarah Hull: You're going to butter me up like that, I might do more episodes.
[00:34:12] Jason Hull: There you go. Butter. Yeah. All right. So anyway, that's it for today. So until next time to our mutual growth. Bye everyone.
[00:34:21] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:34:47] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.
Has anyone ever told you that you need to implement more humor to grow and improve your property management business?
Well today, property management growth experts, Jason and Sarah Hull are going to share why humor is an important tool when getting prospects to trust you and choose you over other management companies.
You’ll Learn…
[01:26] Why we use humor to create trust
[05:44] Mistakes happen… even in business
[10:26] How humor and teasing can build rapport
[13:45] How humor can be a sign of intelligence
Tweetables
“A lot of times, we take ourselves too seriously, and so we act too serious in our business, and when we're too serious, people are less likely to trust us.”
“You have to be willing to not always look perfect.”
“Even the best, smartest, fastest learning companies and people, they still make mistakes.”
“It's okay to make mistakes because it happens to everyone, and it's okay also to ask people for grace.”
Resources
[00:00:00] Jason: Humor really is a sign of intelligence. The more intelligent somebody is, the more they can think on their feet and be witty and create jokes and add humor into the conversation. So I've always viewed humor as a sign of intelligence.
[00:00:16] All right. Welcome DoorGrow Hackers to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You realize that they're the ones that are crazy because they're not, because you realize that property management is the ultimate high trusts, gateway to real estate deals, relationships, and residual income.
[00:00:56] At DoorGrow, we are on a mission to transform the property management industry. We want to change the industry. We want to transform property management business owners and their businesses. We want to eliminate the bs. We want to change the perception. We want to expand the market and help the best property management entrepreneurs win. I'm your host. Property management growth expert, Jason Hull, the founder, and CEO of DoorGrow. Now let's get into the show. All right, so I sort of adlibbed that a little bit. I kind of messed up my intro a little bit.
[00:01:26] All right, everybody. So I want to talk about humor. I want to talk about being funny, and a lot of times we take ourselves too serious, too seriously, and so we act too serious in our business and the when we're too serious, people are less likely to trust us. So you have to be willing to not always look perfect. Like I've made mistakes in business and some of the best ways I can close people and convince people to trust us is I get transparent and real and raw and share some of the challenges I've had in business. That allows people to open up and share as well, and it builds this bridge and this relationship of trust. And you've heard me say before, sales and deals happen at the speed of trust, right? And if they trust you and they know you, and they like you, they're going to work with you. So what I want to talk about is humor.
[00:02:22] And so you may have noticed, if you're following us on YouTube, we've put out some funny videos. So, one of them is called Profit Martian and makes fun of the idea of maybe a property manager not having enough profitability in their business and you'll see Sarah, my wife and I, just being really silly around that and it's pretty funny. And then you may laugh, so I recommend you go search for Profit Martian. You can add DoorGrow and you should find it and have a good laugh. The other video we made recently is Not move in ready and you'll see me at the beginning yelling, "not move in ready!" Right? "This is not move ready." So check that out. Sarah and I made a humorous video showing a couple that decides to kind of manage the property themselves and all the stupid mistakes that we make. She's suggested I get a property manager and I was like, "ah, I don't need that. I can do it myself." Right? So check that out. That's funny as well. We actually just recorded our third video, which is going to be about all the reasons why you might not meet a property manager.
[00:03:27] And it shows me doing some really uncomfortable things and challenging things and pretending that I like doing the property management stuff, acting as an owner that's doing it myself instead of using a property manager. And I think the working title is 13 Reasons Why You Might Not Need a Property Manager cause we had like 13 different instances. So you'll see me running from a dog when I'm supposed to be doing an inspection and, stuff like this. So, they get pretty ridiculous. What it does is we've already gotten feedback from some clients that signed up because they saw some of these videos because they say it shows our personality, which is true. And it shows that we are real humans, which is true. We're real humans. And it shows that we understand the industry. Like, you can't make funny memes and humor and stuff related to property management unless you kind of understand it, right? And so it showcases a level of expertise just in that we understand it well enough to make some jokes about it.
[00:04:27] And so I recommend that you be sure or remember to add a little humor into your sales process. Add a little bit of humor into your interactions. Be willing to laugh and joke about yourself. Shows a lot of vulnerability and confidence to showcase that you don't always have to look perfect. If you're always trying to maintain this look of perfection cause you think that's going to make people feel safe. It actually does the opposite. There's no real secrets or hiding. People know if you're trying to create this perception that everything's amazing in your business when it's not. And so you can say, "look we're not always perfect. We don't get it right all the time, but we care and we will make sure that we make it right." That's the kind of conversation you need to have because then they're going to go, "I can trust a business like that more than the businesses "Well, we maintain a high level quality service and we blah, blah" and use a lot of business speak and try and look perfect all the time. They're going to go, "Hmm, I don't know this doesn't seem real to me. I don't know if we can really trust these people." Because it's not always about what you say. They can read body language. Some people are really intuitive. I think especially women, they're very intuitive about body language. They can pick up on things that you're not being honest on.
[00:05:41] I don't know. Anything else you wanted to add to that?
[00:05:44] Sarah: Oh now that I've been completely put on the spot, so I guess my take on that is I think just showing that you are human is really powerful. I think especially for me and other perfectionists out there, we want to present like this tidy, clean, perfect package, right? We're like, "oh, I do everything perfect, and I'm so wonderful all the time. And like, I never make mistakes. Some of it may be posturing for people, some of it may also just be like, you're afraid to fail. You're afraid to make a mistake. And I think, I had lived in this space for a very long time where I was scared to make a mistake because of the consequences. Right.
[00:06:24] Here's a perfect example. If you misjudge a tenant, right? And now you put the wrong tenant in, because some people look really great on paper. Yeah. And everything seems wonderful and you've met with them and you can just kind of, judge to the best of your ability. Like, "Hey, I think they would be a great fit." And then you move them in and then it's like, It switches and you go, "oh, wow, I was way off on that and I clearly misjudged" and things like that.
[00:06:52] Sometimes it's unavoidable but I think just being able to say, "Hey, like I've done this, and then what did I learn from it?" Because you're going to make mistakes no matter what. Like, none of us are perfect. Some of us are really good at trying to be perfect all of the time, but even the best, smartest, fastest learning companies and people, they still make mistakes. And I think the thing about that is that you need to just realize, first of all, that it's okay to make mistakes because it happens to everyone. And it's okay also to ask people for grace. And I think that if you do ask, especially with clients or tenants or whatever it is, like, "hey, just understand, we're not perfect all of the time. We will try to make it right because occasionally we do mess up like we are human and we are humans that rely on technology. And technology is not perfect either." Right? So like when you automate things and you're like, "oh, this was supposed to happen and it didn't happen because something in the process broke somewhere." Yeah. Like it happens. But just asking for grace, realizing that you will make mistakes and that it's okay, and then the biggest thing you can do honestly, is just what did you learn from that? So things are going to break, things are going to go wrong. Somebody on your team or yourself, or a process or a software or something at some point... it's not going to work the way that you intended and things break down and mistakes will happen.
[00:08:25] And then when that happens, then all you can really do is like, you have to pivot. You have to be able to figure out what are you going to do to like, correct that as quickly and as neatly, I'd say as possible without a lot of blow back. But then what did you learn from the experience? Because if you don't learn anything from that and you don't say, "Hey, Maybe we can look at this in a different way. What can we do? Is there some sort of check and balance that we can put in place? Like how do we make sure that doesn't continue to happen, then it doesn't happen again? What did we learn from this experience? And if you don't do that, then the whole point I think is learning. And if you don't do that, then you're like you're missing out.
[00:09:05] Jason: Okay. So related to making mistakes and showcasing humor I didn't mention this, but what do we have at the end of each of our videos?
[00:09:15] Sarah: Oh, we have all the bloopers and I think the bloopers are so funny. I love them, but we, I mean, we all make mistakes, right? Yeah. Like, sometimes you forget, especially when you're like we've been recording these videos and. You forget your lines sometimes, or like, yeah, Jason in the last one, he's like, "oh, the camera has been rolling the whole time. I'm like, "UGH!" It's been just recording me, like moving things in the kitchen and like I'm standing there waiting for him to hit the record button. He's like, "oh, it's already recording." So I think if you can laugh at yourself, don't take yourself too seriously. And that for me has been huge because I am an INTJ. I am a perfectionist. I am the like, I need things to be the right way all the time and I don't have very much grace with myself and I don't have very much grace with other people. And that's something that I've been really working on I'd say over the last year or so is it can't always be perfect as much as I would love it to be, it's not realistic. It's not realistic to have a 100% success rate 100% of the time in 100% of the things that you do.
[00:10:24] Jason: Yeah. It's good stuff. It's been proven that when you tease other people or joke with other people, It assumes rapport. Is that right? You can't like tease somebody that you don't have a good relationship with because they'll just not like you, and it seems really harsh, but, we can tease each other a bit, which we do. But it's an intimate form of communication and that's a form of joking. So you can add some humor into your conversations. Lightly, maybe teasing or something that potential client, "oh what You must really be a glutton for punishment, you know that you are doing all this property management stuff," you could say to them, and I know because I do a lot of it, or something like that. But you can make jokes and that assumes rapport and actually creates rapport with people. It creates the perception of that being willing to joke and play around.
[00:11:13] Sarah: So, It's funny that you say that. I actually do that on my sales calls and I didn't even realize I did that until you just said it, so I'll do that, like when I'm talking with them and I'm, especially when they're self-managing or when they have somebody else managing, which is like 99% of the conversations we have, but yeah. Right. Like. I always ask like, "and how has that been going?" And it doesn't matter either if they already have a manager and they're looking for another one, it obviously isn't going well. If they're self-managing, it definitely isn't going well. Yeah, I don't really need a lot of information when they're self-managing. I already know they're in pain and I know they're probably not enjoying what they're doing. Very few people are like, I love all of this stuff. And that was the last video that we just did. But. I kind of will, as soon as they say something that really is like their pain point, right?
[00:12:02] They're like, "oh yeah, like the, the tenants call me all the time, or, like, this tenant is late every single month. And like it's been going on too long and now they're behind three months and now I feel like I need to either get them to pay or evict them. And that's like painful for me. I don't want to be the bad guy or I don't know how to handle this legally. Like if I have to evict them, like I'm at that stage now and I have to evict them, but I don't know what I'm doing," and they don't say it exactly like that. But that's the, that's like the read between the lines message that you're getting. I'll kind of joke with them at that point. And they'll say, "oh yeah, sometimes like, tenants suck." And I just laugh and I'm like, "yeah, sometimes you're right. Sometimes tenants suck." And I know that is painful because we too have seen that and we too have dealt with that. And that's exactly why we have systems and processes in place. And sometimes it's not even that the tenant sucks, sometimes it's the tenant is amazing and then something changes in their life and now they suck. So, and that happens, right? It's called life. Like people lose their jobs, they lose their spouses relationships end. Hardships... they're just part of life. And sometimes that carries over into how they behave as a tenant. But I will, I'll kind of laugh like on the call and they'll say, "oh the building is completely vacant now because we had all these tenants in it and they didn't pay, so we got them all out." and I'm like, okay. So it's like all, it's all vacant. Yeah. And I'm like, "and I bet that's fun for you, right?" Like, and they're like, "oh yeah. It's like, it's horrible." But I didn't notice that I really did that until just now.
[00:13:32] Jason: I think women do a lot of things intuitively. And I think there's a lot of things that people pick up when you do sales enough. Like you start to intuitively pick up things that work, especially once you're really comfortable doing it. So I think one of the things that I've noticed is that humor really is a sign of intelligence. The more intelligent somebody is, the more they can think on their feet and be witty and create jokes and add humor into the conversation. So I've always viewed humor as a sign of intelligence, and I've always viewed people having a sense of humor as a sign of, maybe intelligence or being more of a light in humanity. People that have no sense of humor, they're not willing to take jokes, they're not willing to joke. They're not super fun people to be around. And I think it shows us that when somebody knows the fine line of whether it's funny to somebody else or not, shows that you have that emotional quotient, you have that EQ intelligence and there's some emotional intelligence. And I think if you're able to be witty, it shows that iq, like you're able to piece ideas together and do something unexpected which is what humor's kind of based on. And people will see, okay, there's some intelligence behind this person. So, and I think that circles back to us making the videos, us being able to formulate an idea, know that we show that we know the industry. There's intelligence that goes into us putting together our scripts and what we're going to do in our videos and making it funny. And comedians I think are some of the most intelligent people out there. I love the observational humor. I love when they can see truth and things that don't make sense and it's ironic. So comedians really are able to showcase a high level of intelligence. They're able to piece things together and do things that people can't see coming.
[00:15:16] And that's why punchlines are so funny. They're unexpected. Our brains get excited about that because it's different. It's unique and it's something we hadn't expected or heard of. And that's where humor becomes so funny to us and exciting because we didn't expect it. And it takes intelligence to be able to catch people off guard like that. So add a little bit of humor into your day and your day's just going to be a little bit more fun if you're laughing at some stuff and laughing with some people and laughing with people creates connection as well. Like if they laugh and you're laughing and like you, you can make jokes together. There's some bonding, I think that happens and really that creates more trust with clients. So, Anything else we should add?
[00:15:56] Sarah: Yeah I don't know what you started out with, but I feel good about that.
[00:16:00] Jason: Okay, cool. I'm glad you came and joined me.
[00:16:03] Sarah: That was a mistake. Wasn't planning on being on the podcast.
[00:16:07] Jason: She just walks into my office. Making noise. She could see I'm on the video.
[00:16:10] Sarah: I couldn't see you were on the video. No. His desk is against the wall and I can hear him. And he does a lot of voice message, so I always just assume he's either on a call or some sort of voice message on telegram.
[00:16:21] Jason: All right. If any of you are struggling with growing your business, you're having trouble figuring out how to scale your operations, you're having difficulty with your team. We have rolled out what we call the DoorGrow Super System. It's the system of systems we put together the ultimate sort of package of operational stuff, planning stuff process stuff, hiring stuff, and we brought in expert coaches to facilitate all of this as well, because you know it's not the Jason show at DoorGrow anymore. We've got experts like Sarah and Clint Collins and Phil Mazer and Roya Mattis and Stacy Pittman, and like we've got the Avengers team of coaches, so if you really want to take your business to the next level and you want to grow faster and be less frustrated with your team, be able to have more jokes and have more fun and stop wearing all the hats you don't really enjoy wearing because you're the one screwing up your own business if you're wearing the hats you don't enjoy wearing and start just getting those all offloaded, we're really good at that.
[00:17:23] Like we can turn your business into something you love being in and you enjoy being in each day, and it will actually run better without you doing all that stuff. And so we can help you get to that next level, especially if you're 200 doors or higher. This is where all of this becomes really magical. And if you're below 200 doors and you're struggling to break even that a hundred door barrier, we can help you do that very easily. Adding doors is super easy. We can help you do it without spending any money on advertising. I know this sounds crazy, but we can actually help you grow faster without doing ads. And ads are expensive. And so if this is interesting to you and you're curious on our guerilla marketing strategies and how we can help you grow your business and get more leads, and get more doors and get better operations, reach out to DoorGrow and learn about our Mastermind. It's pretty awesome. And that's it. Check us out doorgrow.com and until next time, to our mutual growth. Bye everyone.
[00:18:21] Jason Hull: You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!
[00:18:48] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.